Internet Marketing & Retailing: Key Performance Indicators

This intensive one day workshop is designed to bring Internet Marketers and Retailers up to speed quickly about how to manage their Internet Marketing and Retailing efforts with Key Performance Indicators. This program is broad in nature and will interest Internet Marketers and Retailers across all sectors and divisions, not just those with direct website responsibilities. This workshop outlines the Key Performance Indicators (KPI) for Internet marketing and retailing. We will examine trends in KPI for the industry and the drivers of these changes. We will also examine three key activities for Internet Marketers and Retailers including Driving Traffic, Conversion and Retention. Key topics covered include:

     Industry Trends
             Growth
             Profitability
             Customer Satisfaction
     Driving Traffic
             Search engine marketing
             Affiliate marketing.
     Conversion
             Usability and the customer experience
     Customer retention and lock in
             Email Marketing
             Loyalty Programs

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The Magnificent 8: Internet Powered Multi-Channel Models

Are your customers shopping behaviors ahead of your organization and channel partners' ability to serve them? Do you have conflicts within your organization about how to remix your channels? Is this conflict compromising your go-to market strategy? Then you are not alone! A recent article in the Harvard Business Review proclaimed that "The customer has escaped." This headline aptly summarizes the situation. Powered by the Internet, customers are interacting with the company across multiple channels of their choice. However, many channel organizations are in silos, with a lack of co-ordination across channels and struggling to cope with customers whose shopping behavior are crossing channels. This workshop will examine Internet powered multi channel shopping behavior and the design and management of multi-channel systems. Topics covered including
     Multi-channel shopping patterns
     The magnificent 8-internet powered multi channel models
     Channel conflict and channel inclusive strategies

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Competing in a Wal*Mart World

In 2006, Wal*Mart sales topped USD 315B. While the rise and success of Wal*mart is widely discussed, key factors behind Wal*mart's success is not well understood. This workshop examines Wal*Mart's business model. We will analyze Wal*Mart's initial target customer, the sources of value, and how Wal*Mart drives this value proposition through its own activity system and those of its suppliers. Wal*Mart's former CEO David Glass has said that "the super center is the most powerful retail vehicle on the street today". We will examine Wal*Mart's entry into the grocery business, the super center phenomenon, and deconstruct David Glass's comment. We will also examine where Wal*Mart stumbles and successful strategies for differentiating against Wal*Mart. Appropriate for retailers, manufacturers and technology vendors to retail organizations.

Category Management & Precision Retailing

Categorsy management and precision retailing is a process by which retailers can sharply focus their assortments to meet customer needs. It is also a process that transforms a buying organization into a marketing organization. The category management seminar focuses on how categories can be organized to serve customers needs and provide a point of differentiation for the retailer. Topics covered include managing categories as profit centers, category roles and goals, using consumer decision trees for SKU rationalization, pricing and promotion programs that co-ordinate and reinforce the category roles. The seminar will also focus on selecting category captains and partnering with vendors.