© CLAVIS INSIGHT

WINNING IN ECOMMERCE: STEPS TO SUCCESS

US FORUM 2015

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DATA AND INSIGHTS ARE USELESS WITHOUT ACTION!

Am I doing it right?

You Have Questions – We Have Answers!

THE CLAVIS ECOMMERCE BLUEPRINT FOR SUCCESS

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WHAT IS STEP?

Please contact Clavis directly to request these slides.

Thank you.

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Build, Protect and Enhance Equity

Branding

Education

Retail Impact

OmniChannel

Online Impact on Offline

Online Only

Sales Programs Niche Targets

DEVELOPING YOUR ECOMMERCE STRATEGY

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-R

eso

urc

es

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Strategic Development Strategic Selling

Status Quo Revenue Only

- Investment +

CONSIDERATIONS

We Can Help!

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• Your strategy determines:

• Your Targets

• KPI’s to measure against

KPI’S BEYOND THE ROI!

Examples beyond ROI:• Category Share Of Key Search Terms• Accuracy of Content• Quality of Content• In-stocks• Assortment / Power SKU’s • Share of shelf• Search Ranking• Share of Merchandising Media• Average Ratings • Number Of Reviews• POS growth and correlations• Compliance with minimum page standards

WHO NEEDS TO BE INVOLVED? (HINT: EVERYONE)

C-Level Leadership

Finance

Sales

Shopper Marketing

Marketing

Supply Chain

Insights

We Can Help!

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ESTABLISH FREQUENCY, AND REPORT!

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1. Test and Learn

2. Brand Equity and Consumer Safety

3. Revenue

THREE CASE STUDIES

© CLAVIS INSIGHT

CASE STUDY #1

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CASE STUDY #1: TEST AND LEARN

• Situation: US-focused eCommerce team was under-resourced and building the case for significant eCommerce investment in next fiscal year, to capitalize on the rapid growth in eCommerce

• Task: Develop playbook of insights, actions and proven results to demonstrate scalable investment model for OmniChannel and Pure Play online retailers

• Action: Engaged with Clavis to establish a baseline of reporting on the current state of their eCommerce presence: Share of Search, In-Stocks, Image Accuracy and Content Integrity

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CASE STUDY #1: TEST AND LEARN

Results• Demonstrated improvement in search rank through title changes• 30% sales growth attributed to reducing out-of-stocks and Lost Buy

Box• Successfully enrolled Marketing by demonstrating ease of identifying

image and content defects Secured heavy investment into eCommerce funding and resources

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TEST AND LEARN EXAMPLES

© CLAVIS INSIGHT

CASE STUDY #2

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Situation: Global multi-category manufacturer launched new DAM/PIM with 1000’s of SKU’s to better organize, access and maintain their digital assets

Task: Deploy DAM/PIM to all retailer teams and drive compliance

Action: Clavis on-boarded to establish baseline and act as compliance measurement tool; included enhanced content accuracy checks on multiple text fields

CASE STUDY #2: BRAND EQUITY

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CASE STUDY #2: BRAND EQUITY

Results:• 100% of images to green or yellow status• Created playbook for title and copy best practices• Raised title compliance from 25% to 85% in six months

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WHO DOES BRAND EQUITY BEST?

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CASE STUDY #3

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Situation: US focused sales team tasked with 200% YoY online sales growth

Task: Optimize beautiful basics with strong promotional support

Action: Leverage Clavis to stay ahead of out-of-stocks, optimize assortment, monitor merchandising for compliance and competitive activity, and correlate to POS where possible

CASE STUDY #3: DRIVING REVENUE

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CASE STUDY #3: DRIVING REVENUE

Results:• Achieved 225% YoY online sales group• Leveraged Lost Sales Due to Out of Stocks to improve inventory at key

retailer• Used Merchandising Tracker to demonstrate failure to comply with

Merch plan and secure incremental Merch support

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WHO DOES SELLING BEST?

© CLAVIS INSIGHT

RECAP

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There is no one ‘right’ way to do it

Take the time to properly prepare your organization

We can partner with you on your eCommerce journey progression as we have with other global leaders

We have a robust pipeline built on your feedback -we are always innovating to introduce new tools and capabilities to help you achieve eCommerce success

ANALYSIS. INSIGHTS. ACTION. RESULTS. VALUE.

QUESTIONS & ANSWERS

Danny SilvermanGlobal Head

Business Consulting Services

FOR MORE INFORMATION

VISIT: WWW.CLAVISINSIGHT.COM

EMAIL: INFO@CLAVISINSIGHT.COM