tcs2017 LinkedIncominRolandFrasier

Native Commerce amp Digital Marketer

Growth Strategies Of The Top Internet Retailers

ccs2016 your_twitter_handle

Source InternetRetailercom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Innovative Model

tcs2017 LinkedIncominRolandFrasier

Re-Inventing Models + Marketsbull Leesacom Avoid mattress shopping awkwardness Cut out middle-men + lower cost

bull Pharmapacks Buy 50000 products from 16 diverters list on Amazon win the buy box

bull NakedWinescom Overcome distributor monopoly crowdfund new winemakers + provide wine lovers with high-quality deep discounted wines

bull Harryscom Own manufacturing eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull Wayfaircom Long-tail furniture shopping try-before-you-buy tech + marketplace

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 LinkedIncominRolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

tcs2017 LinkedIncominRolandFrasier

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

ccs2016 your_twitter_handle

Source InternetRetailercom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Innovative Model

tcs2017 LinkedIncominRolandFrasier

Re-Inventing Models + Marketsbull Leesacom Avoid mattress shopping awkwardness Cut out middle-men + lower cost

bull Pharmapacks Buy 50000 products from 16 diverters list on Amazon win the buy box

bull NakedWinescom Overcome distributor monopoly crowdfund new winemakers + provide wine lovers with high-quality deep discounted wines

bull Harryscom Own manufacturing eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull Wayfaircom Long-tail furniture shopping try-before-you-buy tech + marketplace

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 LinkedIncominRolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

tcs2017 LinkedIncominRolandFrasier

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Innovative Model

tcs2017 LinkedIncominRolandFrasier

Re-Inventing Models + Marketsbull Leesacom Avoid mattress shopping awkwardness Cut out middle-men + lower cost

bull Pharmapacks Buy 50000 products from 16 diverters list on Amazon win the buy box

bull NakedWinescom Overcome distributor monopoly crowdfund new winemakers + provide wine lovers with high-quality deep discounted wines

bull Harryscom Own manufacturing eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull Wayfaircom Long-tail furniture shopping try-before-you-buy tech + marketplace

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 LinkedIncominRolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

tcs2017 LinkedIncominRolandFrasier

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Re-Inventing Models + Marketsbull Leesacom Avoid mattress shopping awkwardness Cut out middle-men + lower cost

bull Pharmapacks Buy 50000 products from 16 diverters list on Amazon win the buy box

bull NakedWinescom Overcome distributor monopoly crowdfund new winemakers + provide wine lovers with high-quality deep discounted wines

bull Harryscom Own manufacturing eliminate inconvenience + expense of drugstore razor shopping Subscription razors + related products

bull Wayfaircom Long-tail furniture shopping try-before-you-buy tech + marketplace

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 LinkedIncominRolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

tcs2017 LinkedIncominRolandFrasier

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 LinkedIncominRolandFrasier

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

tcs2017 LinkedIncominRolandFrasier

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Disruption = Applying Different Business Models To Your Industry

bull Landlord (PhysicalIP)

bull Affiliate

bull Pay As You Go

bull Publisher

bull Franchise

bull ManufacturerSales Rep

bull Wholesaler

bull Broker

bull ResellerVAR

bull Retailer

bull Network Marketing

bull All you can eat

bull Direct Seller

bull Subscription

tcs2017 LinkedIncominRolandFrasier

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Experiment With Different Pricing Models

bull Free (Ad Supported)

bull Freemium

bull Value Based

bull TieredVolume

bull Feature + Add-Ons

bull Low Price

bull MSRPMAP

bull Free + Paid Support

bull ldquoCost +rdquo or ldquox Costrdquo

bull PortfolioSuite

bull Commodity

bull Razor + Blade

bull PremiumLuxury

bull Discount

tcs2017 LinkedIncominRolandFrasier

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Naked Wines Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Publisher Winemaker Pitches NW On New Wine

Paid Support Winemaker Receives Advance + Support

Subscription Crowdfunding Via ldquoWine Angelsrdquo

Volume Based On Sales

Value Based pound6 Per Order + pound60 Wine Credit

Discount ldquoAngelsrdquo Pay 40-60 Less Than Retail

tcs2017 LinkedIncominRolandFrasier

ldquoWine Bondrdquo Interest 7 or 10 Wine Credits

Direct Seller Disrupt old wine distributor model

$40Month Wine Box

Affiliate

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Leesa Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

Direct Seller Mattresses AffiliateldquoRefer A Friendrdquo

PublisherBetter Sleep Blog

Low Price Value BasedGive $75Get $50 Free

Cost + or X Cost Upsells to blankets covers etc

tcs2017 LinkedIncominRolandFrasier

List Rentals

Affiliate Offers

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

New Product Innovation MappingBusiness Model

Primary Secondary Tertiary

Pric

ing

Mod

els Pr

imar

ySe

cond

ary

Tert

iary

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Chatbots + Smart Speakers

tcs2017 LinkedIncominRolandFrasier

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Source activatecom WJSD Tech+Media Outlook 2017

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

Holiday Shopping With Nordstromcom Chatbot

Asks general questions which lead to specific product suggestions

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

1-800-FLOWERS Order flowers for my wife

UNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

Louis Vuitton Item Finder

Everlane Order Status

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots

tcs2017 LinkedIncominRolandFrasierReordering Pens On Echo With Alexa

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Most Voicebots Donrsquot Use Google Search Results

Source WSJD Tech+Media Trends

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcPartner With

Influencerstcs2017 LinkedIncominRolandFrasier

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

LeesarsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try and review

bull Earned media outreach to influencers like Tim Ferris + GQ

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Harryrsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Send free product to influencers to try out and review

bull Earned media outreach to influencers like Tim Ferris + GQ

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

IpsyrsquosInfluencer Program

tcs2017 LinkedIncominRolandFrasier

bull Open Studio 10000 ft2

studio for influencersbull 10000 amateur beauty

vloggersbull Access Open Studio

apps publicity toolsbull 300 million social media

impressions

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Petcorsquos Influencer Program

tcs2017 LinkedIncominRolandFrasier

bull Partnered with YouTube star Toby Turner (15 million YouTube subscribers

bull Video got 595000 views vs about 1000 per video on Petcorsquos YouTube commercials

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Marketplacestcs2017 LinkedIncominRolandFrasier

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfaircom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull 7000 independent sellers

bull Generates income for Wayfair + expands product mix

bull Reduces need to inventory drop-ship items

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Pharmapackscom Marketplace

tcs2017 LinkedIncominRolandFrasier

bull Grew up on Amazoncom marketplace expanded to others (Ebay Overstock + Walmart)

bull Sells 50000 different products

bull Recently opened its own marketplace

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Sell Your Products On Additional Marketplaces

tcs2017 LinkedIncominRolandFrasier Source Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Explore Listing Your Products On Niche Focused Marketplaces

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasierSource Internet Retailer 2016 Online Marketplaces Report

Of Consumers Who Purchased Items In These Categories In The Past Year From A Marketplace

Should You Be On This Channel

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

Marketplace management solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcMake Or Source

More Producttcs2017 LinkedIncominRolandFrasier

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Ipsyrsquos Em Cosmetics

tcs2017 LinkedIncominRolandFrasier

bull Recently repurchased from LrsquoOreal

bull Plan to offer through Ipsy

bull Provide higher margins and greater creative control

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

USAutoPartscom

tcs2017 LinkedIncominRolandFrasier

bull Increasing its private label auto parts line

bull Kool-Vuebull Sells on

USAutoPartscom site as well as other auto parts marketplaces

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Pharmapackscom

tcs2017 LinkedIncominRolandFrasier

bull Acquires lower priced items through diverter network

bull Special family relationship with Quality King

bull Opening its own vendor marketplace

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Rue21com

tcs2017 LinkedIncominRolandFrasier

bull RueGuy line for menbull RuePlus line for plus

sized women (fair price)bull ETC line of accessories

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Create Source amp Sell Owned Branded Productsbull GreenChefcom Grower Contracts To Retail Web

bull Leesacom Owned Manufacturing To Retail Web

bull USAutoPartscom Sourced Manufacturing To Retail Web

bull Honestcom Sourced Manufacturing To Retail Web + Retail

bull Harryscom Owned Manufacturing To Retail Web

tcs2017 LinkedIncominRolandFrasier

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Selling Your Own Products Improves Margin Measurably

bull Our average margin on drop-shipped + branded products is 20 - 30

bull Our average margin on products we manufacture is between 50 - 70

bull Vertical integration allows data-driven product development + short dev time

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

How can you use this in your business

bull Own or get exclusives on your raw materials like NakedWinescom or GreenChefcom

bull Source or own manufacturing of your products vs drop-shipping like Harryscom (owned) DollarShaveClubcom (sourced) or make arrangements with diverters like Pharmapackscom did

bull Create + own your house brand like Honestcom + Wayfaircom

tcs2017 LinkedIncominRolandFrasier

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Fill Product Mix Gaps With Your Own Branded Products

Product Mix Width of different product lines carried by the company

Product Mix Depth of versions of each product offered in the line

Product Mix Consistency How closely related are the different product lines

Product Line Closely related group of products

Product Line Length of items in the product line

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

The Product Line Grid

tcs2017 LinkedIncominRolandFrasier

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

The Product Line Grid

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

The Product Mix Canvas

PRODUCT MIX WIDTH

PRODUCT LINE 1

PRODUCT

MIX

DEPTH

PRODUCT LINE 2 Product

Category 1Product

Category 2Product

Category 3Product

Category 1Product

Category 2Product

Category 3Product

Category 4

Product Name 1

Product Name 2

Product Name 3

Product Name 4

PRODUCT MIX WIDTH PRODUCT LINE LENGTH PRODUCT LINE LENGTH

PRODUCT CONSISTENCY

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Risk-Reversaltcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasiertcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing

Try-Before-You-Buy ProgramsX Days Free Trial (eg Warby Parker Try 5 Paris For 5 Days)Mixed Reality Tech (eg Wayfair View LrsquoOreal Makeup Genius)

Total Satisfaction GuaranteesEasy Returns

Free Shipping

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Personalizationtcs2017 facebookcomRolandFrasierPage

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

BlueAproncom subscribers can choose their recipes based on dietary preferences

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Use Personalization To Increase Conversions + Retention

Ipsycom visitors take a survey to help personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Use Personalization To Increase Conversions + Retention

Ipsycom subscribers can personalize their monthly Glam Bag offering

tcs2017 LinkedIncominRolandFrasier

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 linkedincominRolandFrasier

The Neiman Marcus Memory Mirror lets you send pics to friends on social networks to get their advice

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 linkedincominRolandFrasier

Wayfair has custom software that personalizes your online experience based on behavior + analytics

bull 15 ndash 25 AB split and multi-variant tests per month

bull Increased LTV repeat buyingbull Reduced churnbull Orignally used Sitespectcom

tool for this

httpengineeringwayfaircom

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Custom software sends 1 million + different variations of the daily email

$64 CAC $342 LTV

tcs2017 linkedincominRolandFrasier

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 linkedincominRolandFrasier

Sitespectcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

What Personalized Experience Can You Deliverbull Survey your market to learn more about them and deliver

personalized experiences based on their answers

bull Allow customers to create their own customized version of your product (Rayban did this and it now composes 40 of sales)

bull Use on-site behavior buying history or aggregated data to serve the most relevant offers content and experience to your customers (Wayfair did this with SiteSpect before going custom)

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

O2Otcs2017 LinkedIncominRolandFrasier

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

O2O Use Pop-up Stores To Test + Connect

bull MichaelKorscom Multiple pop-up stores

bull Caspercom Pop-up store mobile truck with beds

bull Amazon launch of 100 pop-up stores

bull Honestcom Pop-up stores stands kiosks

tcs2017 LinkedIncominRolandFrasier

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Pop-up Stores

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasierTheStoreFrontcom

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Transparencytcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Add Transparency In Your Marketing + Site

bull Provide a list of raw materials + sources

bull Showcase manufacturer and their processes

bull Share your product create costs

bull Provide competitor price comparisons

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Socialtcs2017 facebookcomRolandFrasierPage

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Social Commerce + UGC = Higher Conversions

Shoppers who interact with a UGC photo are 2x more likely to

purchase

UGC photos get 4X higher CTR than branded ads

UGC photos raise on-site conversion by 74

71 of respondents say they trust UGC more than those taken by a manufacturer or seller

Source Pixleecom | boastio |3DCart tcs2017 LinkedIncominRolandFrasier

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

BlueAproncom customers post pics of their creations on BArsquos Facebook page

Encourages customers to post meals they made using BA kits with hashtag blueapron

UGC photos increase engagement + amplify your brand

UGC photos raise on-site conversion by 12

tcs2017 LinkedIncominRolandFrasier

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

BlueAproncom holds multiple user photo contests to build UGC

First contest began in 2013Contests span multiple social media platforms including Facebook + Instagram

tcs2017 LinkedIncominRolandFrasier

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Ipsycom provides vloggers OpenStudio to build UGC

Free use of the Santa Monica studiorsquos equipment

Photo shoots and earned media opportunities

Wants to own 100 of beauty vlogger market

tcs2017 LinkedIncominRolandFrasier

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

MichaelKorscom builds UGC with Social Media Hashtag Campaigns

SidewalkSpotted with links to product on MK site

Consistently creates social campaigns lending themselves to UGC from JetSetSelma to WhatsInYourKors

tcs2017 LinkedIncominRolandFrasier

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Shop For Cosmetics With Snapchat Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Fastest Growing E-Retailers Drive Traffic With Social

bull BlueAproncom 7 Of Total Traffic From Social

bull DollarShaveClubcom 93 Of Total Traffic From Social

bull Caspercom 11 Of Total Trafic From Social

bull Everlanecom 1173 Of Total Traffic From Social

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

CharlotteRussecom drives social commerce with Curalate

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Source Jay Baer tcs2017 LinkedIncominRolandFrasier

Direct Your Ad Spend To Channels Convert Best For Your Offers + Products

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

InstagramLinkInProfile + LinkInBio

Instagram Add a link from your brandrsquos bio to a shoppable gallery of your brandrsquos Instagram pictures Use ldquoShop Nowrdquo ads

tcs2017 LinkedIncominRolandFrasier

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Create A Facebook Social Storefront

tcs2017 LinkedIncominRolandFrasier

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Twitter Tweet a URL To Take Users To Your Product Page Or Collection

tcs2017 LinkedIncominRolandFrasier

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos

tcs2017 LinkedIncominRolandFrasier

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Snapchat Use Shoppable Stories

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Search

tcs2017 facebookcomRolandFrasierPage

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

The 25 Fastest Growing Retailers Spend 4x More On Paid Search

tcs2017 LinkedIncominRolandFrasierSource InternetRetailerAdGooroo

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

How Do Small Retailers Compete With Top IRrsquos Spend

bull Use long-tail keyword research with content + paid ads to own keywords the big companies miss (SEONickcom)

bull Go where they are not (pop-ups print ads trade shows)

bull Create unique compelling content they are not

bull Focus on your story and sell products they are not

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Recurring Revenuetcs2017 facebookcomRolandFrasierPage

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Fastest Growing Companies With Subscription Revenue

bull BlueAproncom FoodRecipe Bundles

bull DollarShaveClubcom Razors + Other Bathroom Products

bull Ipsycom Make-up

bull Honestcom Diapers + Other Bundles

bull NakedWinescom Wine boxes

tcs2017 LinkedIncominRolandFrasier

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Subscription Revenue

bull Predictable cash flow

bull Predictable inventory needs

bull Higher valuation multiples

bull Biggest Challenge = Churn

Use Welcome Consumption + Win-back Campaigns

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

What Is Your Recurring Revenue Planbull Do you have a recurring revenue component to your business

model

bull What can you do to incorporate recurring revenue and encourage retention to reduce voluntary churn

bull Can you start a subscription box Ttwo good resources arehellip SubscriptionCommerceInsidercom + CrateJoycomBox-Insider

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Be On-Trendtcs2017 LinkedIncominRolandFrasier

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Are You Riding Current Trends

bull Leesacom Caspercom + Saatvacom Mattress market disruption

bull Honestcom Natural products + Monthly boxes

bull Etailzcom Eco-Responsible products

bull GreenChef + BlueApron CookingChef TV shows + Monthly boxes

bull Trendwatchingcom Track trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Is Your Business Model ldquoOn Trendrdquo

bull What are the major trends are taking place in your current market See TrendWatchingcom TrendHuntercom

bull What major trends apply to your target audience

bull Does your current business model and product lineup match up to one or more of these trends

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc Customer

Focused tcs2017 LinkedIncominRolandFrasier

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Pharmapckscom Provide Value + Get Valuable Feedback

bull 284000 Customer Reviews With a 49 star average rating on Amazon

bull Micro-Advocacy With Amazon Seller-Support Group (ldquoASSGrdquo) 16 dedicated customer service reps monitor customer complaints and write back within 24 hours (key metric for Amazon) Resolve all customer complaints then appeal to ASSG to remove reviews Over 3300 removed in a single year

bull Software To Monitor Poor Reviews TrustPilot scans through all 1 to 3 star reviews and elevates to 2 CSRs for resolution

tcs2017 LinkedIncominRolandFrasierSource Inc Magazine Interview

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Continually Iterating Data-Driven Products

bull Pharmapackscom ldquoMaster Brainrdquo identifies products customers want + custom pricing algorithm identifies pricing to win the Amazon Buy Box

bull Wayfaircom Custom analytics software watches customer behavior and delivers content + offers tailored per buyer

bull SurvivalLifecom Knives sell better than most products

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

TrustPilotcom

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Intelligent dynamic pricing solution when you donrsquot have PharmapackrsquosldquoMaster Brainrdquo Software

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

How Is Your Customer Feedback Loopbull Let customers update account info post reviews leave

opinions

bull Offer live chat telephone support and a help-desk

bull Monitoring customer feedback on the web

bull Building customer preferencetaste profiles to personalize the app + web experience

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcBundling

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Source InternetRetailercom

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

The Benefits Of Bundlinghellip

bull Personalized customer experience (choose your adventure)

bull Avoid decision fatigue and increase conversion rates

bull Valuable customer data + feedback for future product dev

bull Increase immediate average order value and Lifetime Customer Value by increasing order size + price

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

What product andor service bundles can you create

bull Products that go together like DollarShaveClubcom does with razors and shave butters and gels

bull Products that complement one another like Honestcom does with diapers and baby wipes

bull Increasing quantity + selection like TouchOfModerncom does

tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

Strong Referral Program

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

tcs2017 LinkedIncominRolandFrasier

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Referral Programs

bull Drive 5 - 30 of total acquisition

bull Average CPA is $3

bull Display + PPC CPA averages $40

bull Retargeting CPA averages $10

Source FriendBuycom tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

What To Do Nowhelliptcs2017 facebookcomRolandFrasierPage

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Source RetentionSciencecom

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Source RetentionSciencecomtcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etcUnified Commerce

Vs Omni-Channeltcs2017 LinkedIncominRolandFrasier

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

Source Boston Retail Partners tcs2017 LinkedIncominRolandFrasier

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145

This is a sample of bold text on a full color slide This is good for quotes stats dividers etc

tcs2017 facebookcomRolandFrasierPage

Thank YouSlidesharecomRolandFrasier

tcs2017 LinkedIncominRolandFrasier

• Slide Number 1
• Slide Number 2
• Slide Number 3
• Re-Inventing Models + Markets
• Slide Number 5
• Disruption = Applying Different Business Models To Your Industry
• Experiment With Different Pricing Models
• Slide Number 8
• Slide Number 9
• Slide Number 10
• Slide Number 11
• Slide Number 12
• Holiday Shopping With Nordstromcom ChatbotAsks general questions which lead to specific product suggestions
• 1-800-FLOWERS Order flowers for my wifeUNIQLO Chatbot Shopping ldquoTinder Stylerdquo With Swipe-Til-You-Like-It
• Louis Vuitton Item FinderEverlane Order Status
• Amazon Google Apple + Microsoft ldquoSmart Speakerrdquo Voicebots
• Most Voicebots Donrsquot Use Google Search Results
• Slide Number 18
• Slide Number 19
• Slide Number 20
• Leesarsquos Influencer Program
• Harryrsquos Influencer Program
• Ipsyrsquos Influencer Program
• Petcorsquos Influencer Program
• Slide Number 25
• Slide Number 26
• Slide Number 27
• Wayfaircom Marketplace
• Pharmapackscom Marketplace
• Slide Number 30
• Sell Your Products On Additional Marketplaces
• Slide Number 32
• Slide Number 33
• Explore Listing Your Products On Niche Focused Marketplaces
• Explore Listing Your Products On Niche Focused Marketplaces
• Slide Number 36
• Marketplace management solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• Slide Number 38
• Ipsyrsquos Em Cosmetics
• USAutoPartscom
• Pharmapackscom
• Rue21com
• Slide Number 43
• Create Source amp Sell Owned Branded Products
• Selling Your Own Products Improves Margin Measurably
• Slide Number 46
• How can you use this in your business
• Fill Product Mix Gaps With Your Own Branded Products
• Slide Number 49
• Slide Number 50
• Slide Number 51
• Slide Number 52
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 54
• Slide Number 55
• Slide Number 56
• Slide Number 57
• Create Risk-Reversing Offers + Add Risk Reversing Tech To Your Marketing
• Slide Number 59
• Slide Number 60
• Use Personalization To Increase Conversions + Retention
• Use Personalization To Increase Conversions + Retention
• Slide Number 63
• Slide Number 64
• Slide Number 65
• Slide Number 66
• Slide Number 67
• Slide Number 68
• Slide Number 69
• What Personalized Experience Can You Deliver
• Slide Number 71
• O2O Use Pop-up Stores To Test + Connect
• Pop-up Stores
• Slide Number 74
• TheStoreFrontcom
• Slide Number 76
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Wayfairrsquos Fair View App Lets You Try Items In Your Home Before You Buy
• Slide Number 82
• Add Transparency In Your Marketing + Site
• Slide Number 84
• Social Commerce + UGC = Higher Conversions
• BlueAproncom customers post pics of their creations on BArsquos Facebook page
• BlueAproncom holds multiple user photo contests to build UGC
• Ipsycom provides vloggers OpenStudio to build UGC
• MichaelKorscom builds UGC with Social Media Hashtag Campaigns
• Shop For Cosmetics With Snapchat Shoppable Stories
• Fastest Growing E-Retailers Drive Traffic With Social
• Slide Number 92
• Slide Number 93
• Slide Number 94
• Slide Number 95
• Slide Number 96
• Slide Number 97
• InstagramLinkInProfile + LinkInBio
• Create A Facebook Social Storefront
• Twitter Tweet a URL To Take Users To Your Product Page Or Collection
• Pinterest Use Buyable Pins Shop-The-Look + Promoted Videos
• Snapchat Use Shoppable Stories
• Slide Number 103
• The 25 Fastest Growing Retailers Spend 4x More On Paid Search
• Top Retailers Are Increasing Paid Search Spending + The Amount Of Paid Search Traffic To Their Sites
• Slide Number 106
• How Do Small Retailers Compete With Top IRrsquos Spend
• Slide Number 108
• Slide Number 109
• Fastest Growing Companies With Subscription Revenue
• Subscription Revenue
• Slide Number 112
• What Is Your Recurring Revenue Plan
• Slide Number 114
• Are You Riding Current Trends
• Slide Number 116
• Is Your Business Model ldquoOn Trendrdquo
• Slide Number 118
• Pharmapckscom Provide Value + Get Valuable Feedback
• Continually Iterating Data-Driven Products
• Slide Number 121
• TrustPilotcom
• Intelligent dynamic pricing solution when you donrsquot have Pharmapackrsquos ldquoMaster Brainrdquo Software
• How Is Your Customer Feedback Loop
• Slide Number 125
• Slide Number 126
• Slide Number 127
• Slide Number 128
• Slide Number 129
• The Benefits Of Bundlinghellip
• Slide Number 131
• What product andor service bundles can you create
• Slide Number 133
• Slide Number 134
• Slide Number 135
• Slide Number 136
• Referral Programs
• Slide Number 138
• Slide Number 139
• Slide Number 140
• Slide Number 141
• Slide Number 142
• Slide Number 143
• Slide Number 144
• Slide Number 145