What Prime Day Can Teach Us About Holiday Sales

What Prime Day Can Teach Us About Holiday Sales

Prime Day is Over, but Holiday Sales Have Only Begun

If January is the finish line for holiday sales, Amazon’s Prime Day is the starting gun. This year brands came out in force to compete and capitalize on the sales event. Flexing omnichannel marketing muscle, both digital natives and big-box stores sought to grab their share of winnings. Most importantly, the performance-enhancing tools both Amazon and others used on Prime Day can be repurposed for the holiday race ahead. Let’s review.

 

Quick Recap: Prime Day Milestones

This Prime Day, the eCommerce ecosystem got more than it bargained for. Brands broke through the clutter with new strategies to piggy-back off the holiday, while others launched their own sales events. Amazon’s reported sales for the two-day event beat last year’s totals for both Black Friday and Cyber Monday combined. According to Internet Retailer, “The eCommerce giant sold more than 175 million items across its platform. Plus, sales by third-party marketplace sellers ‘far exceeded’ $2 billion.” However, Amazon wasn’t the only winner.

Last week, Adobe Digital Insights discovered a massive industry shift. Data shows that average daily revenues for retailers with revenues over $1 billion saw lifts of 54% and 72% Monday and Tuesday, respectively. The report concludes that mid-sized retailers shared the gains, witnessing an average revenue bump of 28%.

The two-days of sales also mark a notable shift in the industry at large, pushing the entire category to new highs. Thanks to this month’s 1.7%  increase in sales across the online retail industry, non-store retailers (including Amazon and digital-only stores) now only trail Auto dealers in the U.S. retail market. As Bloomberg notes, “Online shopping has become the second-biggest chunk of the $520 billion U.S. retail market, after overtaking grocery stores and restaurants in June.”

 

How Amazon Became a Crowd Favorite

From free shipping to premium content, Amazon Prime members get an awful lot of added value. For an annual price of $119 (or $59 for students), users get unlimited music and photo storage, audiobooks, Kindle books, discounts at Whole Foods, and Prime Video where they can watch their favorite movies and shows.

The loyalty program also gives special deals to users, including early access to lightning deals 30 minutes before non-members. Additionally, Prime members can even share their benefits with other members of their household (or anyone for that matter). One of the newest features, Prime Wardrobe, allows loyal members to ship up to 8 clothing items from Amazon sent right to their door, and they can return any and all items for free.

The result of this massive loyalty program? Membership now exceeds 100 million subscribers. At the end of 2018, Consumer Intelligence Research Partners (CRIP), determined the average Prime member spent $1,400.00 on Amazon goods for the year, more than double the $600.00 that non-prime customers spent on average. 

 

Building Your Fanbase Through Loyalty Programs

Users expect more from brands and online vendors. They want value beyond the products they’re buying and an interface that makes for swift shopping. Most, if not all DTC companies acquire the bulk of their new customers for the year during the holidays. The problem is engaging these customers and retaining them once the ball drops on New Year’s Eve. A loyalty program built specifically for your audience can help you keep the sales flowing and boost retention year-round.

The question is, how does your current loyalty program achieve this, and can it be optimized? Are there additional “freebies” you can provide outside of the occasional blog post, up-sell, or discount? In eCommerce, brand loyalty can be a massive differentiator between you and your competition. While Amazon’s loyalty program is difficult to match, exclusive deals, early releases, customer perks, and unlockable rewards are great ways to keep customers engaged and coming back.

If your rewards program was based on a subscription payment, how much could it cost to provide free shipping for customers? Perhaps rolling revenue would allow you to create new content for members like style guides, product videos, or pop-up events like Amazon’s Treasure Truck. Rewards programs like Swell even reward customers for creating content like product reviews, videos, Instagram photos and more, which in-turn drive additional revenue. For the holiday’s it’s time to think seriously about the value of customer loyalty.

 

Using Amazon To Your Advantage

Amazon offers benefits to sellers who use the platform, including specific advantages for Prime Day. Omnichannel merchants can submit for a lighting deal, which if approved, puts the platform’s marketing engine to work for you. Sellers who are selected for the option typically see a big boost in sales, though significantly lower prices are recommended to get approved (at least 20% off the current Amazon listed price and at least 5% lower than the lowest listed price for the same product in the past 28 days). 

Amazon coupons are another example of some of the benefits sellers can use to get some extra juice out of the Prime Day frenzy. The coupons show up in search results, on the Amazon Coupons page, in the shopping cart, in your brand store, and in sponsored products listings. This year, many merchants combined these strategies with an increase in marketing budget to get their products seen and to the top of specific categories, but only with product that were performing well already. 

Companies that sell consumable products have a massive advantage. Amazon’s subscription feature lets customers sign up for automatic rolling purchases that will keep sales going long after Prime Day. Using this option in combination with those mentioned above will likely prove powerful for merchants who sell on Amazon, and makes a compelling case to add subscription functionality to your eCommerce site. Our developers recommend using this extension here for Magento 2.

 

The Sales Race Ahead

Vendor beware, Amazon is currently taking steps to build it’s own collection of private-label brands. While the deal may seem outrageous, the “Amazon Accelerator” program offers free marketing support, preferred listings, and more perks for vendors. The catch? Amazon reserves the right to purchase brands that sign up for as little as $10,000 flat (WSJ). Most brands would agree this is a ludicrously unfair price for an entire product line. However, it’s likely one or two tiny companies in each category will part with a brand for the fast cash-grab before they’re bought.

While we don’t advise tossing your hat in the ring, this is a gentle reminder that competition for selling on Amazon will only increase, and you can bet the brands Amazon plans to snatch up will receive preferential treatment. Then again, if you’re a retailer or reseller with the ability to create a new brand quickly, it might not be a bad idea to sign up.

 

Final Thoughts

This Prime Day, brands proved a decisive ability to compete against Amazon. While some profited by selling on Amazon, others kept customers close by hosing their own sales events, focusing on mobile optimization, or pumping up their marketing budget. The road to beating Amazon isn’t easy, but these successes point to new ways to match the giant’s might (or at least profit from it).

Customer loyalty is just one area where merchants can improve their overall experience and prepare the holidays ahead. Whether you manage a B2B or B2C operation, there are likely tools and strategies available you haven’t thought about. Grab our free Power Index for insights on how to improve even the strongest tech stack and keep customers coming back long after the holiday season.  

 

Update! The Mobile-First Holiday: eCommerce Stats You Need To Know

Update! The Mobile-First Holiday: eCommerce Stats You Need To Know

At this very moment, retail executives around the US are likely screaming about their Black Friday and Cyber Monday sales performance. For some, these sounds resemble a triumphant war chant, for others, these are the shrill cries of defeat. The reason? Mobile-first adoption.

No matter where you stand, this data changes the eCommerce landscape. Here are the latest stats and key trends from the long-weekend of holiday sales events. We will update this article as soon as new data is released, so make sure you subscribe to be the first to know!

Thanksgiving Takes an Extra Helping

On Thanksgiving day, as of 7:00am Pacific Time, U.S. consumers spent $406 million. By 2pm, Adobe announced that this number skyrocketed to a whopping $1.75 billion, representing a 23% increase over sales in the same time period in 2017. By the end of the day, Americans beat out last year’s sales for the day by a shocking 28%, resulting in a shocking 3.7 billion dollar Thanksgiving. Adobe initially projected a $3.1B bottom line for the holiday.

Mobile Wins Big

Here’s a quick breakdown of the major events in bite-size chunks:

Thanksgiving Day

“Mobile stole the show Thanksgiving Day with smartphones representing more than 50% of traffic to retail sites, as well as record amount of revenue,” <span class="su-quote-cite"><a href="https://techcrunch-com.cdn.ampproject.org/v/s/techcrunch.com/2018/11/22/thanksgiving-eCommerce-spend/amp/?amp_js_v=0.1#referrer=https%3A%2F%2Fwww.google.com&amp_tf=From%20%251%24s&ampshare=https%3A%2F%2Ftechcrunch.com%2F2018%2F11%2F22%2Fthanksgiving-eCommerce-spend%2F" target="_blank">Taylor Schreiner, Director of Adobe Digital Insights</a></span>

Black Friday

$2.1 billion or 33.5% of sales came from smartphones this Black Friday. Another 10% of sales, or roughly $627 million, came from tablet users. All in all, the day yielded an impressive $6.2 billion, a 23.6% increase over 2018.

Cyber Monday Breaks The Internet

Here’s the big one. Cyber Monday sales shattered all previous records for online sales… in U.S. history.

“Cyber Monday [topped] $7.9 billion by the end of the day, making it the largest online shopping day of all time in the U.S. This represents a 19.7 percent increase year-over-year (YoY) as of 7:00 p.m. ET. In comparison, Thanksgiving Day and Black Friday brought in $3.7 billion (28 percent growth YoY) and $6.2 billion (23.6 percent growth YoY) in revenue, respectively.”<span class="su-quote-cite"><a href="https://www.businesswire.com/news/home/20181126005829/en/Adobe-Analytics-Data-Shows-Cyber-Monday-Broke" target="_blank">BusinessWire</a></span>

Here’s the share of devices (as of ~1:30pm ET November 27, 2018):

the mobile-first holiday eCommerce stats you need to know See more live stats at ExploreAdobe.com

7 Days of Spectacular Sales

Additionally, Adobe’s latest report notes that this November has seen 7 days where total sales broke the $2 billion mark (as of Nov. 28, 2018)… Thanks in no small part to the mobile sales spikes.

Omnichannel Adoption Drives Sales

The trend of “buy online, pick-up in-store (BOPIS)” continued, with the trend growing 50% during this past weekend over 2018. According to Adobe, this spells dollar signs for omnichannel merchants: “As the online and offline retail experience continues to blend, retailers with physical stores drove 28 percent higher conversions online.” While this trend helped retailers increase their share of online earnings, in-store sales lagged far behind.

It’s time to join the mobile-first movement. As Adam Morris, Redstage CEO notes, “Cusotmers are no longer expecting an in-store Black Friday and Cyber Monday, but instead, an omnichannel experience.” While many retailers successfully ramped up their omnichannel strategies for this holiday, the data shows this trend is here to stay, and more work is needed.

If you want to reduce mobile checkout friction before the holidays are over, contact us asap! To see the results we’ve achieved with our recently launched Magento Community Initiative, find the latest data here.

Final Thoughts

These extravagant stats spell success for an industry racing to close the mcommerce gap. It’s seems the industry is all-aboard the mobile-first customer experience wave. As Internet Retailing points out, retailers may have finally reached ‘always-on‘ mobile consumers. Now it looks like the key areas for improvement are streamlining mobile checkouts, and optimizing omnichannel experiences.

Update Nov. 28, 2018

Black Friday + Cyber Monday Stats You Need To Know

Here’s a breakdown of YOY holiday sales by device and region based on data collected by our partners at Nosto!

    • United States
      Desktop: 39% (2017) / 34% (2018)
      Mobile: 56% (2017) / 61% (2018)
      Tablet: 5% (2017) / 3% (2018)

 

    • United Kingdom
      Desktop: 47% (2017) / 40% (2018)
      Mobile: 42% (2017) / 48% (2018)
      Tablet: 11% (2017) / 12% (2018)

 

    • Northern Europe
      Desktop: 39% (2017) / 37% (2018)
      Mobile: 51% (2017) / 57% (2018)
      Tablet: 10% (2017) 6% (2018)

 

      • France
        Desktop: 69% (2017) / 67% (2018)
        Mobile: 19% (2017) / 22% (2018)
        Tablet: 12% (2017) / 11% (2018)

     

    • DACH
      Desktop: 40% (2017) / 53% (2018)
      Mobile: 42% (2017) / 39% (2018)
      Tablet: 8% (2017) / 8% (2018)

 

Update Nov. 29, 2018

PayPal Mobile Payments Get A $2B Holiday Boost

    • For the first time in PayPal history, mobile payment volume topped $1 billion, and did so on both Black Friday (November 23) and Cyber Monday (November 26). – PAYMNTS

 

    • Adobe reports U.S. shopping carts averaged $138.00 during Cyber Monday, a 6% bump over last year.

 

    • 49% of Black Friday traffic came from smartphones, driving 30% of online sales.

 

  • “In the [PYMNTS] Checkout Conversion Index report, the 30 merchants with the fastest, most streamlined online checkouts ranked well. Conversely, the 30 merchants with the lowest scores offer a widely inconsistent checkout experience…”

Update Nov. 30, 2018

Cyberweek 2018 Trends Report

Our partners at BigCommerce identified a few additional trends in their Cyberweek 2018 Trends Report. Key findings include:

      • While online stores continue to have the highest AOV for any sales channel, Facebook took second place, accounting for “70% of total GMV” for Fashion and Jewelry brands using the channel. Home and Garden brands selling on Facebook came in at 16% GMV.

     

    • “The Fashion & Jewelry and Toys & Games verticals saw the highest GMV increases over 2017.