How Circa Lighting's Integrated Digital Marketing Strategy Drives - - PowerPoint PPT Presentation

how circa lighting s integrated digital marketing
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How Circa Lighting's Integrated Digital Marketing Strategy Drives - - PowerPoint PPT Presentation

How Circa Lighting's Integrated Digital Marketing Strategy Drives Effective Customer Engagement at Every Touch Point Presented by: Al Bessin, COO, Circa Lighting Udayan Bose, Founder & CEO, NetElixir April 24-25, 2019 Objectives 2


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How Circa Lighting's Integrated Digital Marketing Strategy Drives Effective Customer Engagement at Every Touch Point

Presented by: Al Bessin, COO, Circa Lighting Udayan Bose, Founder & CEO, NetElixir

April 24-25, 2019

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Optimize our business for B2B and consumer markets Normalize and automate digital assets to support webs as well as digital displays What our partners, such as NetElixir, do to support and extend our marketing across channels Integrating outside sales, showroom, call center and online sales by leveraging our ERP across desktop and mobile platform

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Objectives

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Mission

To be the premier merchant of designer-inspired lighting to designers and consumers, providing inspiration, world class service and support

Founded 1998 by Gale Singer Growing organically and through showroom expansion

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Circa Lighting Highlights

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Manufacturing and Distribution

  • Visual Comfort – premium designer-inspired decorative lighting
  • Tech Lighting – modern decorative and architectural lighting
  • Generation Lighting – popularly priced decorative lighting
  • Monte Carlo Fans – full range of fans

Direct Sales

  • Circa Lighting – direct sales to trade and consumers

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Circa Lighting – Vertical Integration

Manufacturing & Distribution Direct

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Channels

  • Websites
  • Phone
  • Email
  • Showroom
  • Outside Sales

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Markets and Channels

Tip: Ensure channels work with each other rather than compete

Markets

Hybrid B2B, B2SP, B2C across the US

  • Trade
  • Designers
  • Builders
  • Architects
  • Electrical Suppliers
  • Consumers

Do business how your customers want, not how you want

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Websites

  • circalighting.com
  • clarksonlighting.com

Email

  • Targeted and triggered

Marketplaces

  • Trade and Consumer

Social Media

  • Facebook
  • Pinterest
  • Instagram

Trade Media:

  • Active management

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Digital Media – Online

Tip 1: Be where your customers are Tip 2: Segment Media by Market

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Mission Helping Retailers Get Found Online, Win New Customers and Acquire Actionable Business Insights Founded in 2004 by Udayan Bose Premier Google and Bing Partner. UPS Ready Partner. Services Offered: Full Service Demand Gen Solutions: Paid Search, SEO, Paid Social, Amazon Ads Analytics Consulting and CRO, On-Demand Ecommerce Tech Development

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About NetElixir

120+ Clients. 130 Team Members.

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3+ YEARS OF PARTNERSHIP: CIRCA + NETELIXIR

+176%

SESSIONS

+154%

NEW USERS

+317%

REVENUE

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Completes the purchases (mostly) between 11 AM and 2 PM Lives mainly in CA, NY, MA, CT, and TN Uses long tail, specific and intent driven queries between 4 and 7 words long when searching Completes purchases mainly on Mondays when Purchasing Valuable Items on Wednesdays In Top 20% (by Household Incomes) Takes time before making a purchase Waits for 3 – 7 days after beginning the purchase journey (latency) Visits the site 7-11 times before completing the purchase (latency) Mostly women in the age group 35 - 44 She is a Luxury Shopper, Business Traveler, and Home Décor Enthusiast and loves to shop in stores as well Uses 2.2 devices during the search- shop-buy process but is most likely to complete her purchase on a computer

HIGH VALUE CUSTOMER PERSONA

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Push Geos with High Value Traffic Potential Use Cross-Device Data to Determine Device Level Investments Maximize Visibility During Key Shopping and Research Hours and Days Align Latency with Audience Targeting Strategies Be Found By Top Income Groups During End to End Purchase Journeys Be There For All Demographics with Always Available for Female Customers Maximize The Coverage of Long Tail Queries Across Ad Formats Reach out to the Potential and Relevant In-Market Audiences at the Right Moment

Targeted Search + Social Advertising for Profitably Winning High Value Customers

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MODERN SEARCH

AUTOMATION

Smart Campaigns Smart Bidding

CREATIVE EXCELLENCE

Responsive Search Ads Responsive Display Ads

MEASUREMENT

Prominence Metrics Non-Last Click Attribution Experiments

AUDIENCE

Detailed Demographics Advanced Audience Segments Dynamic Search Ads

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AI is changing paid search.. forever

Source: Prediction Machines by Prof. Ajay Agarwal, Prof.Joshua Gans, Prof. Avi Goldfarb

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Modern Search Features Already Introduced by Google

Audience Automation Creative Excellence Measurement

Dynamic Search Ads Smart campaigns Responsive search ads Non Last Click Attributions Detailed demographics

  • Age
  • Gender
  • Household income
  • Parental Status
  • Marital Status
  • Education
  • Homeownership Status

Smart bidding Responsive display ads Page Locations/Prominence Metrics instead of Avg. Position

  • Abs. Top IS,
  • Top IS,
  • Click Share for Search

and Shopping Campaigns Dynamic Remarketing & Prospecting Drafts & experiments Detailed Audience Targeting

  • Past Visitors,
  • Lookalikes,
  • Email Lists,
  • In-Market,
  • Detailed Demographics,
  • Custom Combinations,
  • Third Party Audiences,
  • Affinity,
  • Custom Intent/Affinity

Voice Search & Local Search

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Online channels are ever evolving. NX keeps on testing new and relevant features to learn how to adopt them permanently. Below are some major features that NX has adopted for Circa Lighting over last few years.

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Modern Search Adoption Drive for Circa: <10% to 62% of paid search revenue in 15 months

Smart Bidding Dynamic Search Ads Responsive Search Ads New Detailed Targeting Variables – For e.g. Household Incomes Customer Match Smart Display Campaigns Gmail Ads Audience Maximization around Site Visitors, In- Market, Lookalikes and Custom Combinations

Smart Bidding with Human Manipulations drives 69% of Sessions that have 154% better CTR, 27% lower CPC and 227% better ROAS than manual bidding Circa DSA had a ROAS which is about 200% higher industry benchmark for this campaign type. Helped us with driving more qualified searches which reduced CPC by 66% and improved ROAS by 208% Helped us with increase the traffic and revenue from top 10% of US Households by 122% and 112% YoY between Oct and Mar Traffic, Spend, Orders and Revenue grew by 4251%, 3597%, 1268%, and 1161% YoY in Google in 2019 across all audience types Helped us with driving traffic with a CPC at 25% cheaper CPC and drive revenue with maximum efficiency Helped us drive 600K incremental impressions at 62% lower CPC than all campaigns with a 9X Assist Ratio Helped us win new inventories for trademark keywords with CPCs 68% lower than SERP placement for trademark keywords

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The Impact of Modern Search: Audience Campaigns

+375%

CTR

  • 7%

CPC

+62%

CVR

+75%

ROAS

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Best Practices: Audience

  • Test all audience types. Identify the “must-have” audiences from each type

(the “high-value” persona).

  • Allocate spend to focus on the top performing segments.
  • Determine if you need just an audience layer vs. standalone targeting.
  • Test Combined Audiences (intersection of two audience segments) as part
  • f a larger campaign.
  • Apply Smart Bidding with select audiences to maximize the impact of

Google’s machine learning algorithms.

  • Engage in continuous performance testing and invest/divest on different

audience segments per business goals.

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Learn NetElixir’s Best Practices for Modern Search

  • Join our Modern Search Webinar Series in May:
  • May 8 & 9: Fundamentals & Best Practices
  • May 17: Updates from Google Marketing Live in SFO
  • May 30: Bing and Modern Search (co-hosted by a Bing Product Expert).
  • Download our Modern Search Best Practices Checklists.

netelixir.com/modernsearch

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Data

  • Disparate feeds from four sister companies
  • Mapping, Transformation, and Loading all digital

tools and ERP-CRM

Images

  • Studio Photography
  • Application Shots
  • Instagram: crowd-sourced hosted by Olapic
  • CAD Block Images

Tear Sheets

  • Dynamic: data-driven

Installation Instructions

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Asset Normalization

Tip 1: Leverage the same assets across all media Tip 2: ”Productionize” as much as possible

M-T-L ERP-CRM Online Showrooms

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Websites Endless Aisle Displays Full Size Displays iPad Applications ERP-CRM

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Digital Media Across Channels

Tip: Brand the look everywhere

websites mobile app endless aisle ERP-CRM

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ERP-CRM fully integrated Website bi-directional integration iPad ERP-CRM Endless Aisle integration

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ERP-CRM Integration

M-T-L ERP-CRM Online Showrooms

Tip: Integrate everything

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Al Bessin abessin@circalighting.com 512.745.9070

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Thank You!

Udayan Bose udayan@netelixir.com 609.356.5112 ext 102