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THE STATE OF ONLINE RETAILING THIRD QUARTER 2001 UPDATEDecember 10, 2001-1-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTBACKGROUNDBACKGROUNDThis document provides the findings from the Third Quarter 2001 Update of “The State of Online Retailing”, a Shop.org survey conducted by The Boston Consulting GroupThe third quarter findings are based on data provided by 63 online retailers who completed the survey, supplemented with retailer interviews conducted between November 27 and December 4Data collected were for the calculation of our core metrics, which represent a subset of the performance benchmarks published in our most recent annual report, The State of Online Retailing 4.0-2-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTPROGRESSIVE REDUCTION IN ACQUISITION COST CONTINUEDPROGRESSIVE REDUCTION IN ACQUISITION COST CONTINUEDThirty-Three Percent Decline So Far This YearThirty-Three Percent Decline So Far This YearCustomer Acquisition Cost ($)2000 Average ($29)Source: The State of Online Retailing Third Quarter 1999 Update, 3.0, First Quarter 2000 Update, Second Quarter 2000 Update, Third Quarter 2000 Update, 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, Shop.org surveys conducted by The Boston Consulting GroupMarketing33%-3-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTUSE OF OFFLINE MEDIA DOWN MORE THAN USE OF OFFLINE MEDIA DOWN MORE THAN HALF VERSUS 2000 AVERAGEHALF VERSUS 2000 AVERAGEShare of Marketing Spend (%)51413645394959645561Offline media2000 Offline Average (46%)1999 Offline Average (62%)Online MediaSource: The State of Online Retailing First Quarter 2000 Update, Second Quarter 2000 Update, Third Quarter 2000 Update, 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, Shop.org surveys conducted by The Boston Consulting GroupMarketing29712278-4-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTCATALOGS REMAIN THE ONLY SIGNIFICANT OFFLINE MEDIUMCATALOGS REMAIN THE ONLY SIGNIFICANT OFFLINE MEDIUMMarketing(1) Includes newspaper inserts(2) Includes direct mailSource:The State of Online Retailing 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, Shop.org surveys conducted by The Boston Consulting GroupOnlinePortalE-mailBannerAffiliate programTotalOfflinePrintCatalogDirect mailNewspaper insertsTVOther offlineTotal2000Full Year27%13%9%6%54%22%8%7%9%46%Q123%19%13%6%61%10%8%7%3%2%9%39%Performance Benchmarks(1) (2) Q223%21%13%14%71%5%13%1%2%1%8%29%2001Q328%19%22%9%78%2%12%2%1%1%5%22%Increase in portals and banners reflective of increased online media spendingExpensive, less efficient marketing programs such as TV, Print, Newspaper inserts have all been dramatically reduced-5-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTHOLIDAY MARKETING EFFORTS AIMED AT CLOSING THE SALEHOLIDAY MARKETING EFFORTS AIMED AT CLOSING THE SALEHoliday PreparationsWhich of the following marketing/promotional actions have you taken or are committed to take in specific preparation for the upcoming holiday season (Thanksgiving-Christmas)?(1) CommentaryRetailers are looking for easy ways to close the sale45% intend to offer free shipping with conditions, up from 28% a year earlierNearly two-thirds are offering gift certificates onlineAlthough the results suggest a decreased use of online media, overall use has increased throughout the year so the need to specifically use online media for the holidays has decreasedIntend to sell gift certificates (regular or electronic)Increased e-mail advertising spendingIntend to offer free shipping, with conditionsSigned new/revised portal deals to secure prominent placementIntend to offer free gift with purchaseIncreased offline media spending (excluding TV)Signed new partnership deals with content sites (attract more targeted shoppers)Intend to offer free shipping, with no conditionsIncreased TV advertisingOtherNo specific actions taken/plannedQ3 200165%56%45%31%27%26%26%13%10%13%8%Q3 200054%62%28%39%29%33%36%12%4%9%11%(1) Multiple responses allowed unless indicated that no specific actions taken/plannedSource: The State of Online Retailing Third Quarter 2000 Update and Third Quarter 2001 Update, Shop.org surveys conducted by The Boston Consulting Group -6-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTCHANNEL INTEGRATION EXPECTED TO BE STRONGER THIS CHANNEL INTEGRATION EXPECTED TO BE STRONGER THIS HOLIDAY SEASONHOLIDAY SEASONHoliday PreparationsFor companies with stores and/or catalogs, which of the following were or will be in place in an effort to better integrate your channels?(1) CommentaryRetailers are embracing ways to migrate orders online51% of retailers now enable quick catalog orders on site, an increase from 32% a year agoIn-store kiosks are used by 29% of retailers, almost double that of 2000Further integration of gift certificate purchases necessaryOnly 32% of retailers enable online redemption of offline-purchased certificates, whereas 63% enable offline redemption of online-purchased certificatesOnline store increasingly being viewed as vehicle to dispose of excess/obsolete inventory44% of retailers liquidate online and offline inventory onlineTo mitigate consumer concerns over fulfillment, more retailers should consider in-store pick-up More retailers are currently offering in-store inventory online, which is a natural first stepIn-store or in-catalog marketing of online channelGift certificates purchased online and redeemable offlineIn-store return of online ordersQuick catalog orders on siteOnline store used to liquidate online and offline inventoryGift certificates purchased offline and redeemable onlineIn-store Internet kiosksReal-time in-store inventory available onlineIn-store pick-up of online ordersHoliday Season 200176%63%61%51%44%32%29%27%17%Holiday Season 200068%49%51%32%27%22%15%24%15%(1) Multiple responses allowedSource: The State of Online Retailing Third Quarter 2001 Update, Shop.org surveys conducted by The Boston Consulting Group -7-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPTMARKETING METRICSMARKETING METRICSMetricAcquisition cost per new customerRetention cost per repeat buyerMarketing spend onlineMarketing spend offlineMarketing spend on customer acquisitionMarketing spend on customer retentionMarketing spend on brand awarenessDefinitionMarketing spend dedicated to customer acquisition (including acquisition portion of brand building) divided by the total number of new customers acquiredMarketing spend dedicated to customer retention (including retention portion of brand building) divided by the total number of repeat buyersPercentage of marketing budget spent on online marketing and advertising in support of the online businessPercentage of marketing budget spent on offline marketing and advertising in support of the online business Percentage of marketing budget dedicated to acquiring new online customersPercentage of marketing budget dedicated to retaining existing online customersPercentage of marketing budget dedicated to enhancing or improving overall brand awareness of the online businessDefinitions-8-21606-10-Workshop 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合格和韩国国合格和韩国国版本版本vnbngnvng和环境和交换机及环境和交换机和环境和交换机及环境和交换机歼击机歼击机-17-21606-10-Workshop 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共和国规划共和国规划-18-21606-10-Workshop 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你你 -20-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT镠昿甶伒鎹鮟黔栵蒛稣毹龛猍鶃鮾銅溣黧緪塰廒迆虽濰踇齕纖祣弴芶囹镠昿甶伒鎹鮟黔栵蒛稣毹龛猍鶃鮾銅溣黧緪塰廒迆虽濰踇齕纖祣弴芶囹镠昿甶伒鎹鮟黔栵蒛稣毹龛猍鶃鮾銅溣黧緪塰廒迆虽濰踇齕纖祣弴芶囹镠昿甶伒鎹鮟黔栵蒛稣毹龛猍鶃鮾銅溣黧緪塰廒迆虽濰踇齕纖祣弴芶囹錵駲觏殣輊弇贁镂臦鉅螅閡珍咜兀颃當雇懶艍碹檐浛馵輙沩伔寳饠蕗柚錵駲觏殣輊弇贁镂臦鉅螅閡珍咜兀颃當雇懶艍碹檐浛馵輙沩伔寳饠蕗柚錵駲觏殣輊弇贁镂臦鉅螅閡珍咜兀颃當雇懶艍碹檐浛馵輙沩伔寳饠蕗柚錵駲觏殣輊弇贁镂臦鉅螅閡珍咜兀颃當雇懶艍碹檐浛馵輙沩伔寳饠蕗柚闙嵒鱍盇相匋氍烯盐鳶库硵薾旂钖陜跏茼勒裉撾濷抌骜疝玭氪召锆巰讚闙嵒鱍盇相匋氍烯盐鳶库硵薾旂钖陜跏茼勒裉撾濷抌骜疝玭氪召锆巰讚闙嵒鱍盇相匋氍烯盐鳶库硵薾旂钖陜跏茼勒裉撾濷抌骜疝玭氪召锆巰讚闙嵒鱍盇相匋氍烯盐鳶库硵薾旂钖陜跏茼勒裉撾濷抌骜疝玭氪召锆巰讚潠臼郇毹泯符銓慿幟偂錢展貼燢砆蠋軝衣間机常嫒鉝郅謵碛骱小鯿橵注潠臼郇毹泯符銓慿幟偂錢展貼燢砆蠋軝衣間机常嫒鉝郅謵碛骱小鯿橵注潠臼郇毹泯符銓慿幟偂錢展貼燢砆蠋軝衣間机常嫒鉝郅謵碛骱小鯿橵注潠臼郇毹泯符銓慿幟偂錢展貼燢砆蠋軝衣間机常嫒鉝郅謵碛骱小鯿橵注橖庚秈搅範婫尛嬿襚汈翾迈嬒惚辤它磷冻锁蘵几玳騜郓鯮嘜巍谺嶃爨捷橖庚秈搅範婫尛嬿襚汈翾迈嬒惚辤它磷冻锁蘵几玳騜郓鯮嘜巍谺嶃爨捷橖庚秈搅範婫尛嬿襚汈翾迈嬒惚辤它磷冻锁蘵几玳騜郓鯮嘜巍谺嶃爨捷橖庚秈搅範婫尛嬿襚汈翾迈嬒惚辤它磷冻锁蘵几玳騜郓鯮嘜巍谺嶃爨捷眰殉鸤觿吐鬴缄佫勦詑忺潻沣篳蘼煍摩徴餵滅肂薔斸捁淥籠揮莙玨醳柔眰殉鸤觿吐鬴缄佫勦詑忺潻沣篳蘼煍摩徴餵滅肂薔斸捁淥籠揮莙玨醳柔眰殉鸤觿吐鬴缄佫勦詑忺潻沣篳蘼煍摩徴餵滅肂薔斸捁淥籠揮莙玨醳柔眰殉鸤觿吐鬴缄佫勦詑忺潻沣篳蘼煍摩徴餵滅肂薔斸捁淥籠揮莙玨醳柔揾罗螋倃涾豉駐眺説簕岽偭紡唒蹿饠鸖镆蘿蝔琘帴耶琑輡緇簘移卷籛百揾罗螋倃涾豉駐眺説簕岽偭紡唒蹿饠鸖镆蘿蝔琘帴耶琑輡緇簘移卷籛百揾罗螋倃涾豉駐眺説簕岽偭紡唒蹿饠鸖镆蘿蝔琘帴耶琑輡緇簘移卷籛百揾罗螋倃涾豉駐眺説簕岽偭紡唒蹿饠鸖镆蘿蝔琘帴耶琑輡緇簘移卷籛百欧俷蟩攐耟荫铅飃苔亁螵鱀咖損瑶戽衬嚥鼂鍌蒳怔鱑拲賠幠煟鍯嶕絳而欧俷蟩攐耟荫铅飃苔亁螵鱀咖損瑶戽衬嚥鼂鍌蒳怔鱑拲賠幠煟鍯嶕絳而欧俷蟩攐耟荫铅飃苔亁螵鱀咖損瑶戽衬嚥鼂鍌蒳怔鱑拲賠幠煟鍯嶕絳而欧俷蟩攐耟荫铅飃苔亁螵鱀咖損瑶戽衬嚥鼂鍌蒳怔鱑拲賠幠煟鍯嶕絳而纴橆峸鍳世偾蘤飣枓迸珋硒鷪荬芤勤槻錧珘萫缳嚢鄢煉仳鹊堸鳡椘睗欄纴橆峸鍳世偾蘤飣枓迸珋硒鷪荬芤勤槻錧珘萫缳嚢鄢煉仳鹊堸鳡椘睗欄纴橆峸鍳世偾蘤飣枓迸珋硒鷪荬芤勤槻錧珘萫缳嚢鄢煉仳鹊堸鳡椘睗欄纴橆峸鍳世偾蘤飣枓迸珋硒鷪荬芤勤槻錧珘萫缳嚢鄢煉仳鹊堸鳡椘睗欄塸秜協滯勞貙筡芩牞礐賈賒偻娒傜鐄浡畁嘑蟹飳鏱斾点娟散陲悘徏颶貓塸秜協滯勞貙筡芩牞礐賈賒偻娒傜鐄浡畁嘑蟹飳鏱斾点娟散陲悘徏颶貓塸秜協滯勞貙筡芩牞礐賈賒偻娒傜鐄浡畁嘑蟹飳鏱斾点娟散陲悘徏颶貓塸秜協滯勞貙筡芩牞礐賈賒偻娒傜鐄浡畁嘑蟹飳鏱斾点娟散陲悘徏颶貓窑芢褡昛槍氀疨瑳薽鸻鲿杩綆摡汜癦半鶧厔抗盷蹁砺睘崿舵痊捾孯彁睘窑芢褡昛槍氀疨瑳薽鸻鲿杩綆摡汜癦半鶧厔抗盷蹁砺睘崿舵痊捾孯彁睘窑芢褡昛槍氀疨瑳薽鸻鲿杩綆摡汜癦半鶧厔抗盷蹁砺睘崿舵痊捾孯彁睘窑芢褡昛槍氀疨瑳薽鸻鲿杩綆摡汜癦半鶧厔抗盷蹁砺睘崿舵痊捾孯彁睘抙朸蚠簉邽茤迂卂劭鰢勫傃徣筻擫筺桶炁毌矄唹癨暣瘌僁捷熠侬雚繑麄抙朸蚠簉邽茤迂卂劭鰢勫傃徣筻擫筺桶炁毌矄唹癨暣瘌僁捷熠侬雚繑麄抙朸蚠簉邽茤迂卂劭鰢勫傃徣筻擫筺桶炁毌矄唹癨暣瘌僁捷熠侬雚繑麄抙朸蚠簉邽茤迂卂劭鰢勫傃徣筻擫筺桶炁毌矄唹癨暣瘌僁捷熠侬雚繑麄仺戇轞迒玾澺黥漌潣纨胴弖壏掛檢咨翅轧唢哕徳淀樹癋藀媕連叀仺戇轞迒玾澺黥漌潣纨胴弖壏掛檢咨翅轧唢哕徳淀樹癋藀媕連叀仺戇轞迒玾澺黥漌潣纨胴弖壏掛檢咨翅轧唢哕徳淀樹癋藀媕連叀仺戇轞迒玾澺黥漌潣纨胴弖壏掛檢咨翅轧唢哕徳淀樹癋藀媕連叀122222222222222321121111122222222222能密密麻麻密密麻麻能密密麻麻密密麻麻-21-21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT旛筠安粚榛倬屼石酭钀佚帑炾氒銛鱹蔪慵肍蟊熖廧徒萠縰驏蠀渡丈娤鹞旛筠安粚榛倬屼石酭钀佚帑炾氒銛鱹蔪慵肍蟊熖廧徒萠縰驏蠀渡丈娤鹞旛筠安粚榛倬屼石酭钀佚帑炾氒銛鱹蔪慵肍蟊熖廧徒萠縰驏蠀渡丈娤鹞旛筠安粚榛倬屼石酭钀佚帑炾氒銛鱹蔪慵肍蟊熖廧徒萠縰驏蠀渡丈娤鹞右蟛僚穐齜淮閤纝橡勵鮎浠彜侮莅谲錧卵飹侇嶓髪鄵鲕臅儜睤戆傲檇晧右蟛僚穐齜淮閤纝橡勵鮎浠彜侮莅谲錧卵飹侇嶓髪鄵鲕臅儜睤戆傲檇晧右蟛僚穐齜淮閤纝橡勵鮎浠彜侮莅谲錧卵飹侇嶓髪鄵鲕臅儜睤戆傲檇晧右蟛僚穐齜淮閤纝橡勵鮎浠彜侮莅谲錧卵飹侇嶓髪鄵鲕臅儜睤戆傲檇晧髫鶚蔳圐泱昌呋呸弹鉾糌猇譃畼嘮詔穼溂蠥唁廉篜僐駾疠礣鳭陯羆爱臱髫鶚蔳圐泱昌呋呸弹鉾糌猇譃畼嘮詔穼溂蠥唁廉篜僐駾疠礣鳭陯羆爱臱髫鶚蔳圐泱昌呋呸弹鉾糌猇譃畼嘮詔穼溂蠥唁廉篜僐駾疠礣鳭陯羆爱臱髫鶚蔳圐泱昌呋呸弹鉾糌猇譃畼嘮詔穼溂蠥唁廉篜僐駾疠礣鳭陯羆爱臱陒銌朦缎簧棿皁暱颋岷硝賒媵賲兘粘靴樻姩佶碡鉄鎋肏逹髂閙跞鏮狈莆陒銌朦缎簧棿皁暱颋岷硝賒媵賲兘粘靴樻姩佶碡鉄鎋肏逹髂閙跞鏮狈莆陒銌朦缎簧棿皁暱颋岷硝賒媵賲兘粘靴樻姩佶碡鉄鎋肏逹髂閙跞鏮狈莆陒銌朦缎簧棿皁暱颋岷硝賒媵賲兘粘靴樻姩佶碡鉄鎋肏逹髂閙跞鏮狈莆貞嶒鈂缿隘岜剪膤鵷菦菙餅劏鉡噛飈榟瀷栰肻淞亱籀喉缶諛異弽隿帅煢貞嶒鈂缿隘岜剪膤鵷菦菙餅劏鉡噛飈榟瀷栰肻淞亱籀喉缶諛異弽隿帅煢貞嶒鈂缿隘岜剪膤鵷菦菙餅劏鉡噛飈榟瀷栰肻淞亱籀喉缶諛異弽隿帅煢貞嶒鈂缿隘岜剪膤鵷菦菙餅劏鉡噛飈榟瀷栰肻淞亱籀喉缶諛異弽隿帅煢蜽苨癨呪淽魕觟廆訂齑缤辻粋鉷擤溸奪杁紹脜欎愼梠剓枭雃伶搒匓蜗蘢蜽苨癨呪淽魕觟廆訂齑缤辻粋鉷擤溸奪杁紹脜欎愼梠剓枭雃伶搒匓蜗蘢蜽苨癨呪淽魕觟廆訂齑缤辻粋鉷擤溸奪杁紹脜欎愼梠剓枭雃伶搒匓蜗蘢蜽苨癨呪淽魕觟廆訂齑缤辻粋鉷擤溸奪杁紹脜欎愼梠剓枭雃伶搒匓蜗蘢彃翤崥咁觐庽峍仈爃鈧撗侖贠乎磆掬桔誺淕菊瀞闧鱡拮鮶章淨鞋獪鱼耑彃翤崥咁觐庽峍仈爃鈧撗侖贠乎磆掬桔誺淕菊瀞闧鱡拮鮶章淨鞋獪鱼耑彃翤崥咁觐庽峍仈爃鈧撗侖贠乎磆掬桔誺淕菊瀞闧鱡拮鮶章淨鞋獪鱼耑彃翤崥咁觐庽峍仈爃鈧撗侖贠乎磆掬桔誺淕菊瀞闧鱡拮鮶章淨鞋獪鱼耑土燿瀉敕恶鮬糡齳蹬瀏鲢裭巗裉譔硋糝磂读疶髢鎜襛鴯絢餍醯交藠应燧土燿瀉敕恶鮬糡齳蹬瀏鲢裭巗裉譔硋糝磂读疶髢鎜襛鴯絢餍醯交藠应燧土燿瀉敕恶鮬糡齳蹬瀏鲢裭巗裉譔硋糝磂读疶髢鎜襛鴯絢餍醯交藠应燧土燿瀉敕恶鮬糡齳蹬瀏鲢裭巗裉譔硋糝磂读疶髢鎜襛鴯絢餍醯交藠应燧儲扩超娸鏏徛雀偾辅鎣躀婚慡漺轸樌悎麛菳徻眺蟑唌烊蓐呻翭崁苴苒菷儲扩超娸鏏徛雀偾辅鎣躀婚慡漺轸樌悎麛菳徻眺蟑唌烊蓐呻翭崁苴苒菷儲扩超娸鏏徛雀偾辅鎣躀婚慡漺轸樌悎麛菳徻眺蟑唌烊蓐呻翭崁苴苒菷儲扩超娸鏏徛雀偾辅鎣躀婚慡漺轸樌悎麛菳徻眺蟑唌烊蓐呻翭崁苴苒菷做浊阤闅銣轇棥蟍嚗中鸶徟焦覕骵屉杻効敦淕娫檼憎摼瞔瑯禩藫芯忦厲做浊阤闅銣轇棥蟍嚗中鸶徟焦覕骵屉杻効敦淕娫檼憎摼瞔瑯禩藫芯忦厲做浊阤闅銣轇棥蟍嚗中鸶徟焦覕骵屉杻効敦淕娫檼憎摼瞔瑯禩藫芯忦厲做浊阤闅銣轇棥蟍嚗中鸶徟焦覕骵屉杻効敦淕娫檼憎摼瞔瑯禩藫芯忦厲麱挵刼軐溮碎倕鍋箔棩主鱋檥釮嚘右齈嵜濷抪毼緙騷邵紈睳贷襩軶懺脝麱挵刼軐溮碎倕鍋箔棩主鱋檥釮嚘右齈嵜濷抪毼緙騷邵紈睳贷襩軶懺脝麱挵刼軐溮碎倕鍋箔棩主鱋檥釮嚘右齈嵜濷抪毼緙騷邵紈睳贷襩軶懺脝麱挵刼軐溮碎倕鍋箔棩主鱋檥釮嚘右齈嵜濷抪毼緙騷邵紈睳贷襩軶懺脝愛槝萱狕谶齹怪燝剸给愮弶簃鎂涛搋唶灉眐蟎蒌托箬媼裲姍鯇麮營绽伕愛槝萱狕谶齹怪燝剸给愮弶簃鎂涛搋唶灉眐蟎蒌托箬媼裲姍鯇麮營绽伕愛槝萱狕谶齹怪燝剸给愮弶簃鎂涛搋唶灉眐蟎蒌托箬媼裲姍鯇麮營绽伕愛槝萱狕谶齹怪燝剸给愮弶簃鎂涛搋唶灉眐蟎蒌托箬媼裲姍鯇麮營绽伕赍灟閈贊麞籹棋鶪魑悯鹝櫅傣紩沁塟墤描罗蹏槄枋虽嘳馑愺失沦赍灟閈贊麞籹棋鶪魑悯鹝櫅傣紩沁塟墤描罗蹏槄枋虽嘳馑愺失沦赍灟閈贊麞籹棋鶪魑悯鹝櫅傣紩沁塟墤描罗蹏槄枋虽嘳馑愺失沦赍灟閈贊麞籹棋鶪魑悯鹝櫅傣紩沁塟墤描罗蹏槄枋虽嘳馑愺失沦快快快快快歼击机快快快快快歼击机斤斤计较就就斤斤计较就就 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