Strategies for integrating online paid search marketing with offline television advertising to drive ROI.

1. Strategies for Integrating Paid Search: with Offline Activity to improve ROI Sri Sharma, Managing Director, Net Media Planet Matt Walburn, Marketing Director, The Perfume Shop 20th May 2010

2. Over to Matt Walburn ...

3. LETS START WITH SOME AUDIENCE PARTICIPATION…. WHICH RETAILERS SELL FRAGRANCE? BOOTS - 86% SUPERDRUG – 55% DEBENHAMS – 53% HOUSE OF FRASER – 35% THE PERFUME SHOP – 30% RANK MARKET SHARE IN FRAGRANCE… BOOTS – 31% THE PERFUME SHOP– 24% DEBENHAMS – 14% SUPERDRUG – 5% HOUSE OF FRASER – 4%

5. Acquired by A. S. Watson Group in 2005, biggest Health and Beauty retail group globally

6. 180 stores across UK & Ireland (inc E commerce site relaunched 2008)

7. Already UK’s largest ‘fragrance only’ retailer

8. Delivers amongst the highest sales/Ebit per Sqft across all UK retail sectors

10. IMMEDIATE SALES/FOOTFALL

11. STORES

12. ONLINE

14. TPS INTEGRATED MARKETING ACTIVITY AND MAXIMISE SALES HERE? BRAND TV (e.g. Service/Range/Expertise) INSTORE MEDIA PACKAGES Brand Driving Activity TV SPONSORSHIP HOW DO WE ADVERTISE HERE? QUALITY COLOUR PRESS BROCHURES theperfumeshop.com Encompass spectrum of messages from promotional to quality CUSTOMER MAGAZINE CRM Encompass spectrum of messages from promotional to quality (Contact made with customers via emails, magazine, vouchers, loyalty reward, brochures) PR Brand & Volume Driving Activity PROMOTIONAL TV RADIO PROMOTIONAL PRESS Volume Driving Activity PROMO LEAFLET TPS POS 2013 OVER TO SRI…..

15. TAKE A LOOK AT OUR TV AD!

16. Back to Sri Sharma ...

17. Users move across channels before purchasing Build on a theme and message Different channels provide different marketing benefits Why Integration is so important Drive increased brand awareness, traffic and promotes buying

18. Search & TVAdvertising 37% of people would see a TV advert and be prompted to go onto a search engine Source: Jupiter Research

19. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

20. Offline TV Campaign Brand awareness creation around the X Factor Audience fit targeting Females 16-35 Promote The Perfume Shop brand in conjunction with leading perfume brands Highly specific product targeting and offer driven

21. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

22. Objectives The Perfume Shop: Increase no. of sales Increase traffic to website Hit monthly target CPA

23. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

24. The Perfume Shop User Journey Consumer searches online for the website and researches the specific product and offer Consumer has basic or no awareness of ‘The Perfume Shop’ brand Consumer sees the ‘The Perfume Shop’ TV ad Consumer purchases Consumer searches online for the website and researches the specific product & offer Consumer returns to ‘The Perfume Shop’ website and purchases Consumer has basic or no awareness of ‘The Perfume Shop’ brand Consumer sees the ‘The Perfume Shop’ TV ad Consumer researches on competitor websites

25. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

26. Integrate Planning & Scheduling Drives coherency for the consumer and a better return for the brand TV What medium? When would the offline ads appear? Where would the offline ads appear?

27. Integrate Planning & Scheduling Drives coherency for the consumer and a better return for the brand Paid Search Define the keyword strategy Target specific times and duration around the offline campaign schedule Target specific audience geographic locations Target specific demographics through adcopy and search engine

30. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

31. Resonate through messaging Translate and reinforce key messages to convert interest into sales Convey the message Mirror tone and phraseology Match specific phrases from the offline ads Use sitelinks and bespoke landing pages Convey the sentiment People buy because of how a product makes them feel What does the voice over say and how? What is the strapline?

32. Standard Integrated

34. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

35. Extend the reach Increase brand saliency and future customer acquisition. Identify websites that share commonality with the offline ad audience Google content network and social advertising Define the keyword strategy Target specific times and duration around the offline campaign schedule Target specific audience geographic locations Target specific demographics

38. Approach to Integrated Marketing Understand the offline marketing campaign & objectives Set online Paid Search goals and objectives Model the user journey Integrate planning and scheduling Resonate through messaging Extend reach Multi-channel analysis

39. Customer Journey optimisation Analyse the consumer’s journey to improve ROI Analyse the channel journey attribute value Optimise budget allocation Optimise targeting Analyse multichannel Attribute value Optimise budget allocation Optimise focus

40. Channel Analysis Time of TV ad Impressions Period of Focus

41. “Net Media Planet stand out from the crowd with exceptional integrated PPC strategy and results” Results for the client: The Perfume Shop

42. It pays to think holistically Joined up planning and clear objectives Rigorous analysis delivers insight Detailed approach produces results Leverage relevant technology

43. Thank you Do you have any questions? Sri Sharma Managing Director E. sri@netmediaplanet.com T. +44 (0) 203 008 8321 Twitter. @srisharma ; @netmediaplanet www.netmediaplanet.com/blog