Selling in an e-Commerce World
Shopping, Suzette pulls out her phone
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Shoe stores!
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This one looks great!
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Suzette goes to the store
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She finds some Cole Haans!
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She signs up for sale updates
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Suzette goes home with her shoes
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Suzette gets a catalogue in the mail
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Then, she gets a coupon in the mail!
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Suzette goes online to the sale site
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And finds a great pair of shoes!
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The store gets her order
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And considers the best way to ship
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Different carriers
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Different delivery options
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Different prices
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Different services
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Shipping info is uploaded
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Parcel movement is tracked
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All the way to Suzette’s
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Suzette gets her new shoes
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And is really happy
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Shifts in technology = physical + digital transactions in commerce.
1 billion globally connected digital buyers, purchasing physical goods. Source: eMarketer
$1 trillion+ in digital purchases of goods, physically shipped. Source: eMarketer
86% of marketers say that online combined with offline as part of one integrated campaign
is critical to long term success. Source: Forrester
75% of mobile users shop with their mobile device. Source: Nielsen
74% of smartphone owners use location-based services. Source: Balihoo
The New Landscape of Global Commerce
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Businesses are Adapting
Cross-border selling
Location-based marketing
Multi-channel client service
A blending of physical
and digital transactions to enable advanced
commerce for clients.
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Physical + Digital Transactions = Stronger Results
Source: Wunderman
Contact
through
Mail Only
Contact
through
E-mail & Mail
Provided information you were
looking for 28.9% 37.6%
Communicated a message that
captured your attention 26.1% 37.6%
Gave a more positive outlook
about the brand 19.8% 23.7%
Resulted in purchase/use of
brand 35.8% 40.6%
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45% of Millennials (age 18-33) say a combo -- digital ads combined with traditional ad channels -- are equally or more effective in influencing their brand decision making, compared to either as a standalone channel.
Source: Androit Digital, 2014
The top three actions consumers take after receiving direct mail from a brand they’re interested in: 44% visit a brand’s website 34% search online for more information about the product 26% keep the mailing for future reference.
Source: From Letterbox to Inbox, 2013, UK DMA
Physical + Digital Transactions = Stronger Results
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Product research on smartphones leads to…
Source: Google/Ipsos, Understanding the Mobile Consumer, May 2013
Making purchases
via computer
Making purchases
offline
40% 38%
Physical + Digital Transactions = Stronger Results
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Product research on smartphones leads to…
Source: Google/Ipsos, Understanding the Mobile Consumer, May 2013
Making purchases
via computer
Making purchases
offline
40% 38%
Customer who received a catalog spent
more money on website than those who did not receive.
Source: Winterberry Group Outlook 2010 (April 2010), The Maturation of Email in a Continuously Evolving Market
28%
Physical + Digital Transactions = Stronger Results
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Product research on smartphones leads to…
Source: Google/Ipsos, Understanding the Mobile Consumer, May 2013
Making purchases
via computer
Making purchases
offline
40% 38%
Customer who received a catalog spent
more money on website than those who did not receive.
Source: Winterberry Group Outlook 2010 (April 2010), The Maturation of Email in a Continuously Evolving Market
28%
Showrooming:
The practice of browsing goods at a store, then buying them online
Drives
50% of online sales
26% of shoppers in China, 13% in India and 7% In the U.S. showroom.
Physical + Digital Transactions = Stronger Results
Source: IBM Institute for Business Value Study, 2012
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Commerce Today: Digital to Physical
An established ecosystem that facilitates the interactions between companies and their prospects and customers.
DATA-DRIVEN MARKETING
PARCEL SHIPPING & LOGISTICS
INVOICES, STATEMENTS &
PAYMENTS
Targeting prospects and customers to generate interest in buying goods and services
Delivering those physical goods to the customer
Collecting payment for the goods and services
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Enabling Data-Driven Marketing
Customer Information Management Software precisely cleanses large data sets for accuracy, identifies patterns, and signals contextual relevance for new commerce opportunities.
Mover Marketing Solutions connect advertisers with verified and high valued movers.
Location-Based Services create new capabilities, such as check-ins in which users identify their location, and marketers provide more relevant messaging and offers by reflecting location at a given time.
Geographic Information Solutions map geographical data, uncovering insights at specific locations for opportunities and better decision making.
Customer Engagement Solutions easily create and centrally control all customer communications, delivering the relevant messages in preferred channels for greater impact, efficiencies, and response.
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Global Shipping Solutions seamlessly allow companies to ship sellers’ products from one part of the world to buyers in another.
Shipping Management Software provides a single view of carriers to help determine the best choice, and a single tracking view of all parcels regardless of carrier, allowing a business to better manage costs.
Enabling Parcel Shipping & Logistics
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2015 USPS Promotional Calendar
Participation in these promotions and incentives requires registration with the USPS using the Business Customer Gateway. Each promotion and incentive program requires separate registration
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*Near Field Communication (NCF) technologies, such as a chip, that can engage mobile devices and create an interactive experience for the recipient.
2015 USPS Promotions
Advanced or Emerging Technologies Promotion •First-Class and Standard Mail
• Encourage the use of “enhanced’ augmented reality or standard NFC* technology in mailing campaigns 2015 Promotion Ideas
Runs April 1 – September 30, 2015
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2015 USPS Promotions
Mail Drives Mobile Commerce Standard Mail Mail must include a mobile barcode that can be scanned by a mobile device and leads the recipient to a mobile-optimized shipping website. Runs July 1 – December 31, 2015
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Intelligent Mail® Tracking & Analytics
Uses the IMb on the mailpiece to track an individual piece of mail through the postal system. An excellent tool to provide visibility and measure delivery trends.
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Destination option
For outgoing mail
Provides advance information about when mailpieces will reach their destinations
Origin option
For incoming mail
Anticipate when customers' checks, replies, or orders are returning
Destination
Origin
Intelligent Mail® Tracking & Analytics
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Intelligent Mail® Package Barcode IM ®pb
The new package barcode provides improved tracking for USPS
® parcels-
• Priority Mail • First-Class Package Services* • Parcel Select* • Parcel Select Light Weight*
• End-to-End tracking with no additional
charge for most products
• Know when to expect your shipments to arrive
• Baked-in Insurance up to $50 for Retail
and Commercial Base Pricing and $100 for Commercial Plus customers Priority Mail.
*Commercial only product
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Tracking built into pricing for major shipping products Full end-to-end tracking Rich information to help customers and USPS manage operations and improve customer experience
IMpb 100% Package Visibility
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Enabling Statements, Invoices & Payments
Customer Engagement Solutions easily create and centrally control all customer communications for greater impact, efficiencies, and response.
Full Service Mailing Operations securely print critical and custom information, insert unique and relevant content, and finish for sending with tracking of individual pieces for added security.
Mail Creation Software and Postage Meters expedite access to postage and global delivery of important physical communications, statements, invoices for payments, and packages.
Digital Communications Platforms seamlessly deliver - with brand control and customization - statements, bills, and other documents to consumers who can manage their payments, via participating online channels.
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Example 1: Acquiring New Customers
Patterns in data signal new prospects located in another country.
Personalized mail and email are delivered motivating online purchases.
As cross-border shipments, special handling is required for effective delivery to the locations.
Additional communications delivered leading to more purchases. Invoices sent driving in payments.
DATA-DRIVEN MARKETING
PARCEL SHIPPING & LOGISTICS
INVOICES, STATEMENTS &
PAYMENTS
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Example 2: Location Driven Selling
Signaling location, triggers nearby participating retailers in a special offer.
After making a purchase, follow-on communications to secure more data occur.
Mailings are delivered with relevant context driving additional purchases.
Parcels of purchases are delivered
DATA-DRIVEN MARKETING
PARCEL SHIPPING & LOGISTICS
INVOICES, STATEMENTS &
PAYMENTS
Included in parcels are a summary of purchases and an invoice for driving in payments.
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Example 3: Event Based Purchasing
A “new mover” is identified through unique access to data and targeted with an offer.
The new mover visits MyMove.com and preference data is captured.
Purchases are made and the orders are delivered to the home owner’s new location.
Now in the data base additional offers lead to ongoing purchases with invoices sent, driving in payments.
DATA-DRIVEN MARKETING
PARCEL SHIPPING & LOGISTICS
INVOICES, STATEMENTS &
PAYMENTS
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It’s an e-Commerce World
Thank you!