Win at B2B2C with Mobile

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Speakers

Andy Didyk - VP of Account Services - VP of Account Services at Ntara, Andy Didyk is responsible for the overall business development and digital strategy for Ntara's clients. He functions as a Subject Matter Expert in eCommerce (B2B and B2C), and digital strategy for leading Fortune 500 branded manufacturers, technology companies, healthcare, retail, and more.

Ben Lockett - VP of Sales - Ben, a former tank commander with the British Army, is responsible for sales of Registria’s Solution to new enterprise clients. In addition, he runs Registria’s Inside Sales Team. Ben has significant experience in helping companies understand the technologies available to get maximum value from customer data.

Discussion Points

• Learn how a 2 tiered digital-mobile strategy engaged both retailers and product buyers • Learn how your brand can find "Super Buyers" and

increase direct e-commerce revenue • See how Hunter Fan used product packaging to

engage buyers on their smartphones

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Hunter Fan Success Story

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B2CT’S WHAT CONSUMERS WANTIt’s what consumers want

According to Forrester, more than a third of US online consumers surveyed expressed a preference for buying directly from manufacturers.

52 percent of online shoppers in the U.S. visit a website with the intention of buying. These buyers are driven by a greater assortment of products and their loyalty to the brand.

Source: PwC, 2016. 2016 Total Retail Report

34%

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Hunter Fan B2B2C Challenge

Multiple, disjointed systems• Data housed in

different ERP, CMS, Excel files

• Manual batch processes to integrate data

• Product info not updated

Product registration broken• 1 million paper registrations

not in a system• Complicated UX for online

registration• Low registration rate

Business (Hunter Fan)

Business (Retailer)

Consumer(Buyer)

Outdated B2B2C Strategy• 125 year old venerable

brand• B2B marketing support has

process and system gaps• Need B2C mobile strategy

(50% site visitors via mobile)

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Hunterfan.com

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Casablancafanco.com

Customcasablanca.com

Hunterindustrialfan.com

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Hunter Fan Digital-Mobile Ecosystem

Business (Hunter Fan)

Business (Retailer)Consumer (Buyer)

Product Registration

Hunter Industrial

Fan Connect (B2B)

HF Visualizer App

Friends & Family

HF Showroom

Hunter Dealer Locator

Legacy Fan Support

Fan Parts Purchase

Online Retail Partners

Casa Visualizer App

Casa Dealer Locator

Custom Casablanca

AmazonBuild.com

Canadian TireCapitol LightingCeilingFan.com

CostcoDelmar

Fan DiegoFan ShackFan C FanHansen

Home DepotLowes

MenardsRona

The WebStoreTuesday Morning

Wayfair

Hunter Fan

Casablanca

Marketing

Tech Support

Supply Chain

JD Edwards (ERP)

All ProductsProduct Manuals

Price ListsProduct Specs

Parts ListCognos (BI)Call Center

Product Catalogs

PIM

Ecommerce

Mobile App

Custom Portal Dealer Locator

Product Configurator

Detailed Product Support©2016 Ntara, Inc. All contents proprietary and confidential.

Custom PIM System: FanBase

Custom PIM System: FanBase

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Mobile to Drive Revenue

Entertain customers while helping them navigate the options

• Match Hunter fans to individual tastes on the homepage

• Visualizer App to help shoppers visualize fans in their rooms

Tripled online revenue YoY

Hunter Fan Visualizer App

Match My Style, Space, and Personality

e-CommerceOnline RetailBig Box Retail

Hunter.com(direct to consumer)

Mom & Pop Retail

Hunter Fan Site Performance

140times increase in transactions

58times increase in conversions

7.7%increase in sessions

22.2%increase in page views

31.2%reduction in bounce rate

63.4%improvement in average redirection time

47%improvement in average server response time

38.2%improvement in average page load time

13.5%improvement in average pages per session

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Finding Super Buyers

Registered Buyers = Super BuyersCustomers who register index 2.5X more than the average U.S. HH as "Super Buyers"

Source: Registria Research of 100+ brands in 2015, Datalogix Overlay

Super Buyers have the highest purchasing activity and purchasing capacity in the US

Super Buyers comprise the top 5% of consumers in the US

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Source: 2015 Registria Trends Report

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First Touch with a BuyerFor brands who sell via retailers, the typical first touch with your buyer is through product registration

Pre-Purchase Post-Purchase

Product Registration becomes the 1st Buyer Touchpoint, the point when a Shopper becomes a Buyer

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Channel EvolutionMobile registration has tripled product registration rates, giving brands better and quicker ways to identify customers

Source: Registria Research of 100+ brands in 2015

* For brands who provided mobile as a registration option

*

Source: 2015 Registria Trends Report

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2005 vs 2015Digital and mobile registration have given brands access to new audiences

Source: Registria Research of 100+ brands in 2015, Datalogix Overlay

Source: 2015 Registria Trends Report

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Speed to EngagementWith mobile registration, brands can onboard a customer within 24 hours

Source: Registria Research of 100+ brands in 2015

Source: 2015 Registria Trends Report

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Photoregister Solution• Reaches 100% of mobile

audience; No apps or downloads required

• Identifies user by mobile number or message application address

• Taps existing consumer behaviors

• Uses location services

Hunter Fan Shoppers50% visit Hunter Fan site using mobile

Online

Step 1: Take a photo of the camera icon

DEMO-SFF1000CLN

Step 2: Text, Message, or Post Photo

Smartphone

Text photo to 71403 (US, CAN)

Social Messaging

Direct message@photoregister

Register online atwww.myreg.photo

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Innovative Use of PackagingIntegrate mobile solution into packaging

Photoregister printed on inside panel when box is opened

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Hunter FanImpact of Photoregister

Hunter Fan Product Registrations• 100% launched on Hunter

brand; Casablanca brand underway

• 185% increase in registrations YoY since launch in May 2016

• 32% of people are now registering within 10 days of purchase

Web58.1%

Mobile41.9%

Hunter Fan uses Photoregister as gateway to new digital + mobile experience for its consumers

Paper, 0%

Registration Data: Consumer Insights

Registration Data: Consumer Insights

Registration Data: Consumer Insights

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Key Insights

Increase direct e-commerce and retail sales

Find high value customers

Monetize these relationships

Engage early and quickly

More and more consumers register 24 hours after purchase

Consumers who register are valuable in every industry

Registered buyers provide more favorable ratings and product reviews

Mobile registration attracts more “Super Buyers”

Mobile is the gateway to find, engage, and monetize high value customers

Andy DidykVP of Account Services

didyk@ntara.com(423) 926 8272 x8613

Ntara.com

THANK YOU

Ben LockettVP of Sales

blockett@registria.com(303) 298 5612

registria.comphotoregister.com