Steve Schaffer, founder and CEO of Vertive, LLC, gave a presentation on deals, coupons and offers. He discussed different types of discounts like in-store coupons, printable coupons, online coupons and coupon codes. He provided statistics showing that 63% of consumers redeemed coupons in 2011, redeeming $4.6 billion worth of the $470 billion in coupon value offered. Online coupons are becoming increasingly popular, with 66% of consumers expecting to use them for 25% of purchases within a year. Coupons are effective at driving sales and converting consumers who may have otherwise abandoned their online shopping carts.

1. Deals, Coupons and Offers – Oh My!
Presented by:
Steve Schaffer, Founder & CEO
Offers.com
January 13, 2013

2. Steve Schaffer – Founder & CEO of Vertive, LLC
• Founded Vertive in July 2003
• Moved to Austin in January of 2004 (after 17 years in Silicon
Valley)
• 20+ years of Internet and marketing experience
• Initial president of the PMA
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4. Outline
• Types
• Facts
• Tips
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5. Deals, Coupons & Special Offers
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6. Coupons & Deals are in the News Headlines
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7. Coupons & Deals are COOL!
People LIKE them
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8. What are the types of
discounts and how are they
different?
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9. In Store and Local
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10. CPG (Consumer Packaged Goods)
Grocery Coupons
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11. Printable Coupons
Consumers can browse, print, and use the
coupons in the store
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12. Local Vouchers
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13. Online
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14. Online Coupons
Discounts just for online purchases
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15. Coupon Codes and Promo Codes
A code that must be manually entered at checkout
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16. Free Shipping
Free shipping coupons and coupon codes
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17. Deals
Usually a specific product deal, but can also be a
brand or category
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18. Card-Linked Offers
A shopping deal linked to the credit and debit cards
shoppers regularly use
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20. Coupons Make Consumers Happy & More Relaxed
“Oxytocin, a hormone that
is directly related to love
and happiness, spikes when
people receive a coupon.
And, in fact, increases more
than when people receive a
gift. The data shows that
coupons make consumers
happier and more relaxed.”
Source: Coupons.com 2012 study performed by Dr. Paul J. Zak
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21. 63% surge in coupon
redemption in 2011
Source: Coupons.org “The Coupon’s Comeback” Feb. 2012
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22. $470 billion of coupon value
was offered by consumer
packaged goods (CPG) to U.S.
consumers in 2011- of which
$4.6 billion coupons were
redeemed
Source: NCH Marketing Services, Inc. “NCH Annual Topline U.S. CPG Coupon Facts Report For
Year-End 2011” Jan. 2012
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23. The Top 5 Retailers in Total U.S. CPG
Coupon Redemption Volume in 2011:
1. Walmart
2. Kroger
3. Walgreens
4. Target
5. Publix
Source: NCH Marketing Services, Inc. “NCH Annual Topline U.S. CPG Coupon Facts Report For Year-End
2011” Jan. 2012
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24. About 75 million people, or 1/3
of the total Internet
population, buy goods online
and have them shipped each
quarter
Source: comScore “Online Shopping Customer Experience Study” May 2012
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25. 66% of consumers will use online
coupons for at least 25% of their
purchases in the next year
Source: Forrester Research “The Impact of Online Coupons and Promotion Codes” Sept. 2011
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26. 57% of consumers who used a
coupon code during their last
online purchase said that if they
had not received the
discount, they would not have
bought the item(s)
Source: Forrester Research “The Impact of Online Coupons and Promotion Codes” Sept. 2011
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27. 52% of online consumers are
likely to reconsider a brand they
haven’t used in a while after
receiving a promotion offer for
that brand
Source: Forrester Research “Affiliate Marketing – The Direct and Indirect Value That
Affiliates Deliver to Advertisers” June 2012
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28. 32% of online buyers typically
begin the online shopping
process on affiliate sites
Source: Forrester Research “Affiliate Marketing – The Direct and Indirect Value That
Affiliates Deliver to Advertisers” June 2012
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29. Parents report 43% growth in
plans to use online coupons for
50% or more of purchases
Source: Forrester Research “The Impact of Online Coupons and Promotion Codes” Sept. 2011
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30. Using Coupons, Deals & Offers
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31. What is your goal?
• New customer acquisition
• Increase average order sizes
• Decrease user abandonment
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32. Run the numbers
• Can you afford it
• Does it drive desired action
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33. Tracking & Attribution
• Would you have converted the sale
“Data from comScore shows that 80% of
online shoppers have placed items in the
shopping cart and left the site without
making a purchase”
Source: comScore “Online Shopping Customer Experience Study” May 2012
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34. Expiration Dates
• Safety
• Drives urgency
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36. Steve.Schaffer@Vertive.com
© 2003, 2012 Vertive, LLC Proprietary and Confidential Slide 36 January 13, 2013