eCommerce Case Studies - numbers inside!

E-Commerce Case Studies

Why us? •  We have the experience of working for the biggest e-stores,

which allows us to offer our clients a unique offer and know-how.

•  We are one of the few to charge according to the comission payment models.

•  We connect innovations and technology with knowledge on traditional commerce.

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Case Studies

Travelplanet.pl

•  Usability optimization

•  New projects – np. zingtravel.pl

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Business optimization and new projects

Solar •  Complex e-commerce implementation

•  Microsoft Navision integration

•  Opening conversion rate 2,21%

•  High average order value

•  68% purchases made during the first visit

•  15,9% purchases via SEO after a month from the opening

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TUI •  Complex stable service

•  Recommendation system

•  Analysis and design

•  Quantity tests

•  SEM

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TUI

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Complex Service

Conversion

Loyalty

New users

+ 150% growth thanks to usability improvements

Lowering the average CPC from 0,73 to 0,61

RTB remarketing As much as 16% paid reservations requires at least 12 contacts!

We do our best to deliver the effects as soon as possible.

Unizeto

•  The biggest electronic signature provider in Poland

•  Complex e-commerce implementation covering: virtual products, real products and services

•  Integration with internal systems (ERP, CRM,…)

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Complex implementation

„It took us a long time to find the right partner that will cover a wide array of both markeitng and technological skills. Divante connects these two areas and, what is more, works in the win-to-win model which accounts for mutual satisfaction. Now, while developing our e-commerce channel, we are certain that there are great experts available at our hands all the time, including usability, buzz marketing, social media campaigns, as well as software development and administrators. Additional value is Divante’s leading positoin on the Polish e-commerce stage, which is also beneficial for us.”

- Paweł Montwił, Mass Products Sales Director, Unizeto Technologies SA

Grupa Edukacyjna •  Complex e-commerce

implementation

•  SAP integration

•  Satellite e-stores

•  Sales support

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•  An average ROI in Google AdWords in August (the most important month as far as sales are concerned) was 3000%.

•  In the peak moments of the campaign, ROI Google AdWords exceeded 9000%.

•  Thanks to the continuous optimization we managed to lower the cost of the clicks by 55%.

•  The campaing was the first traffic source and the second revenue source in the e-store.

•  Google AdWords conversio was 60% bigger than the organic traffic.

SEM

We’ve chosen Divante because of its holistic approach to e-commerce. The company supports us in all the key aspects of our e-business. - Artur Młyński, Sales Planning and Support Director, Grupa Edukacyjna

AGD Media •  Complex online sales channel

implementation

•  Fully automated operator

•  Integration with ERP Gardens system

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TIM SA

•  Complex e-commerce B2C implementation

•  Complex e-commerce B2B implementation

•  Integration between internal systems via BizTalk

•  Testing and optimization of B2B system

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B2B and B2C

Online shopping spending in Europe constituted only 8% of total retail sales value. The biggest level was in Great Britain (12%) Germany and Switzerland (9%), the lowest in Poland (3%) and Italy (1%). It shows the potential of e-commerce and this is only the beginning. So I hope this sector will considerably influence our revenue. – declares Krzysztof Folta, CEO in TIM SA.

Money.pl •  Sales section - Direct

•  User tests

•  Navigation optimization

•  Conversion optimization

•  Increase in the number of applications

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Bank Zachodni WBK •  Usability optimization in sales

and transactional sectors – continuous framework cooperation since 2010

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•  Mobile applications (#1 place in polish business appstore in 1st week)

•  E-marketing

We’re experienced in B2B •  Raiffeisen Bank •  ATM SA

•  EKO Holding •  AB SA

•  TelForce One

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•  PW Moda •  IC Partners

•  Navo •  Logintrans

•  Benefit Systems

Key business sectors •  Finance

–  Bank Zachodni WBK

–  PKO BP

–  Inteligo –  Deutsche Bank

–  Raiffeisen Bank

–  Bank Pocztowy –  LUKAS Bank

–  Money.pl

–  Inwestycje.pl –  Aviva

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•  Retail –  INTERSPORT Polska –  Praktiker –  SOLAR Company –  TUI –  Rainbow Tours –  Vobis –  Empik –  Willsoor –  Żabka –  EKO Holding –  Aquael ZOO –  RUCH

Key business sectors •  Pure Players and

Media –  Merlin.pl –  Militaria.pl –  Gazeta.pl –  Travelplanet.pl –  Polskapresse –  Point Group –  Medical Tribune –  Harvard Business

Review –  Zinamon.pl

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•  Manufacturers and Distributors –  TelForce One –  Almirall –  Viessmann –  TIM SA –  Amica –  Grupa Edukacyjna –  PWN

•  Utilities / Telecommunications –  Energa –  Tauron –  Orange –  Netia

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Complex Service

•  March 2010 – The beginnings of e-commerce in Praktiker •  March 2011 – The beginnings of working with Divante •  March 2012 – OMG e-commerce!

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Strategy

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Conversion

Cart value increase

Loyalty New users

Immediate effects

Conversion- recommendations

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Home page recommendations

Product page recommendations

Recommendations

•  12% sales increase •  15% customers increase

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Quartic

A/B test – Half of the users (group A) visitng Praktiker.pl was presented with the recommendations generated by Quartic while the other half (group B) saw standard recommendations.

Product descriptions The crucial element of any product page

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• Product description • Product photos • Additional description, e.g. dimensions, weight • Sale or special offers • Information whether a product is availale in stationary stores • The possibility to ask a question about a product • Opinions and notes by other buyers • The possibility to recommend a product • Suggested similar product chosen by other users • Product name and EAN • Others • Suggested most popular products

Product description •  Complex continuous support

•  Recommendations system

•  Analysis and designing

•  Quantity tests

•  SEM

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Writing product descriptions

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Laminated floor panels Elegance bubinga by Kronopol work great in public-use spaces, such us shopping malls or office buildings. However, they will be also suitale for private houses or apartments, being both children- and animal-proof. No worries that they will get scratched or stained. Their durability is guaranteed thanks to its 7 mm thickness and AC3 class. The width is 193 mm and the length – 1380 mm.

White Classic in-doors by Windoor connect traditional look with modern solutions. The frame. made from 44-mm MDF board, is filled in with stabilizing „honeycomb” insertion. HDF covering painted with white Gori paint and the white PCV inner frame create stand for good quality and perfect looks. The doors open to the right. They are 80 cm long.

Floor panels categories

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Akcja specjalna

Quantity (All visits) Quantity (Organic traffic)

Product revenues

Quantity (All visits) Quantity (Organic traffic)

Special action

Traffic

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Użytkownicy widzą treść, czytają

Visits Exit rate

Visits Bounce rate

The users see and read the content

Visits Average visit time

Organic traffic increase

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Akcja specjalna

Visits (All visits) Visits (Organic traffic)

Visits (Organic traffic) Visits (All visits)

Special action

Product descriptins – results •  One month after adding Divante’s product descripitions was

enough to increase organic Google traffic by 120% based on the chosen key words.

•  Simultaneously with the traffic, the chosen products’ sales increased from X k zł in July to 3X zł in August.

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E-mail Marketing

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E-mail Marketing

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E-mail Marketing

•  E-mail marketng conversion is 34,17% bigger than average

•  A single e-mail marketing visit value is bigger than the average visit value by 51,01%

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with recommendations

ROPO

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The most common opinions about the website

Poorly described products

Less products presented than the actual offer in stores

Lack of small products (nails, etc.)

No weekly ad paper

No colours

Too small font

Online ad paper

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Online ad paper

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Online ad paper •  The popular flash-based solutions have serious weaknesses:

•  They do not work on most mobile devices •  They are a tough nut to crack for SEO

•  Our ad paper is THE solution: •  Mobile •  Transparent for search engines •  A way to the future

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Online ad paper

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Online availability

Availability in stores

Current price

Detailed description

Photo gallery

Online ad paper

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1. The paper 2. The list 3. The cart

Mobile

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Full mobile availabilty of all e-mail marketing and ad papers

ROPO!

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= 22x

Strategy – synergy of communication

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TV + OOH + radio – Maciek Gajwer and the

lawn mower

TV + OOH + radio – Maciek Gajwer and the

shower cabin

TV + OOH + radio – Maciek Gajwer and the washcloth

OOH buy online!

Mobile support for sales

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Generating value

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Testimonials

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•  In my opinion, there are two basic things that differ Divante from others.   •  First of all: passion. The people who I’ve had a pleasure to work with are experts in the field of

both Polish and international e-commerce, always looking for new tools, trends and the best examples.

  •  What is more – and this is another thing that I appreciate so much – they are eager to share their

knowledge and passion, with full engagement, to help companies like Praktiker develop their online retail channels.

•  But most importantly, everything is planned to achieve the final goal – i.e. increase of sales and the return of investment. That is why for me, working with Divante follows the „win-win” model. They know that their client’s success is their own success, too.

•  –Krzysztof Włodarczak, E-marketing Manager, Praktiker

Strategy

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Quick effect!

Conversion

Loyalty

New users

Sales increase by 12% thanks to recommendations

11,45% sales powered by e-mail marketing

120% traffic from the new product descriptions

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Success-Fee

Intersport •  INTERSPORT is the world’s biggest sports equipment retail sales

group, owning over 5400 stores in 40 countries, whose profts exceed 10 billion euro.

•  In Poland, INTERSPORT is the leader among sports equipment chain stores, with 32 salons in 21 of the biggest Polish cities.

• The company gets awarded every year for dynamic development, increasing its market value and as a reliable business partner.

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The starting point • An active e-store based on a dedicated

solution • Usability problems

•  Low speed problems • Advanced integrations

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The plan • Marketing optimization • Conversion increase • Optimization of technological

solutions

Project goal The project covered a number of e-commerce areas. Our major goal was to increase sales by means of the online sales channel. Our plan included: 1.  Conversion optimization in the e-store – divided into

recommendation concerning the current store design and a total re-disigning of the store’s mask.

2.  Increasign e-commerce’s reach via SEM, e-PR, social media preparing grounds for future sales marketing.

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Testing

1.  Brand reliability 2.  A wide array of branded products

–  including the store’s own brands 3.  Product presentation 4.  Easy purchase process

Apart from the wide offer, a quniqe added value is the possibility of personal pickup in stores or express delivery.

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What is importnant for the customer?

Home page •  Re-designed information architecutre •  Re-designed menu •  Horizontal two-level bookmark menu

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Product page •  Two product page layouts – horizontal and standard •  ROPO support – availability in stores •  Availability •  Free personal pickup in stores

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Shopping process •  Simplification •  Less steps to make when placing an order •  Easy payment and delivery choice options

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Shopping process •  No-registration shopping •  Benefits from registration •  Registration made part of placing an order

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Access to brands •  Highlighting the brands •  Brand-based search engine

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Additional mechanisms

•  Members of the loyalty program are given discount coupons which later can be used by simply picking them from the list.

•  Information about free delivery appears together with the delivery options – at the right place and time.

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Effective recommendations •  Because of the type of business and the way the products are

searched, we introduced product rcommendations. •  The boxes recommend alternative products based on the historical

user data. •  We used Quartic recommendations system.

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What results have we achieved? •  Conversion rate increased by 46,21% •  Pages per visit increased by 21,24%

•  Server use decreased by 70% –  with the same traffic rate

•  Loading speed increased by 40% –  for the end user –  according to Google Analytics –  For some pages, the loading speed increased even by 90%

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AdWords •  Google AdWords campaign lasted

from mid-December 2011 to the end of April 2012. The revenue was 11 time bigger than the spending costs.

•  Search engine campaign reached CTR 16,60%.

•  The average click cost was between 0,15-0,19 zl.

•  The campaign has become the second biggest sales profit source in the e-store.

•  After the campaign Intersport decided to continue working with us.

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The company proposed a payment model based on the netto profit margin, which satisfied both parties Marek Bugajski, Stores Management Director INTERSPORT Polska S.A.

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Purchase decision

Revenue

Customer Acquisition Cost (CAC)

Konwersja Conversion Rate (CR)

Loyalty + Lifetime value (LTV)

Long-tail campaign progress

Budget

ROI according to GA (Income / Cost) 500% - 2000%

Optimization Traffic quality

decrease

Time

Usability optimization Quartic recommendations

Building contact list

eMail Marketing by Sendingo

Social Media

Business profitability

Range of works •  Complex service

•  E-marketing strategy

•  Ad creations

•  Analysis and design

•  Social Media

•  SEO and SEM

•  Internet auctions

•  E-commerce implementation

•  E-weekly ad

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Strategy

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More effects in less time!

Conversion

Loyalty

New users

+ 46% increase thanks to usability optimization

11 x bigger revenue than cost E-mail marketing

Success-fee

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CLIENT • Realization of

orders • Marketing

budget

DIVANTE • Technology

• Optimization • E-marketing

SCALE EFFECTS • Constant

increase • Creativity

What you pay = sales provision

•  Risk-free increase •  Constantly

motivated partner •  Focus on the offer

•  Scalable business •  Long-term learning

process •  Long-term

investment planning

•  No need to „control”

•  Cooperation between our clients

Contact http://divanteltd.com