Archive for October, 2008

Sam Decker 5.11 Tactical launches product reviews with a bang

October 29th, 2008 by Sam Decker Chief Marketing Officer

This post was guest written by Heather Lippincott, Bazaarvoice Community Manager.

5.11 Tactical Series creates tactical gear such as clothing, survival gear, and gun and knife accessories for law enforcement, military, and firefighting professionals. Their products literally help these professionals stay safe and save lives. They recently launched Bazaarvoice Ratings & Reviews on their site and their customers have really responded.

To announce product reviews and encourage customers to leave their opinions on their site, 5.11 Tactical implemented a contest to win a 37” HDTV. They implemented this contest in just one day! They sent an email to anyone who had purchased on the site, placed a banner ad on their homepage and created a splash page with easy-to-follow rules.

The first to review products got double entries into the contest, driving huge results, fast: they got 701 reviews in the first day and 1,048 product reviews during the first week! After contest end, 5.11 Tactical announced the winner in a press release and posted on their site.

Most customers had positive feedback – all ratings were 4 and 5-stars. At first, Brian Rogers, Web Merchandising Manager, was worried that customers would feel that the reviews weren’t credible because of the high ratings, but over time, ratings evened out a bit. Their overall rating is still a 4.7, showing their high-quality products hit the bullseye for their outspoken customers.

Long before adding product reviews to their site, 5.11 Tactical had received unsolicited emails raving about their products. It’s obvious that the community behind 5.11 Tactical is passionate about this brand, and now they finally have a way to express it.

Sam Decker Top UK retailer sets multichannel in gear in their catalogues

October 27th, 2008 by Sam Decker Chief Marketing Officer

Today’s post is guest-written by Anna Skaya, UK Community Manager

I am quickly learning that with its rolling hills and cobblestone streets, UK is the premier place for bikers (rain, wind, hail or shine!) The dominating retailer in the UK biking world is, of course, Halfords, with hundreds of stores on high streets in UK and Ireland.  I recently got a copy of the new Halfords catalog – and if you don’t have one before Christmas, I encourage you to grab one (I don’t know how I ever shopped for my Dad before I found these guys – great site, great gear, lots of reviews!) Halfords used their customer reviews to call out some of their top products – this is one of the first examples of catalog merchandising with reviews from our UK clients. We see this will be a big trend over the Christmas season and coming year, as we’ve seen from US catalogers as well.

Taking reviews multichannel is part of our Acquire, Amplify, Analyze strategy: First, focus on acquiring the highest volume possible by driving community participation. Once you reach your critical mass (and remember, by this point you are sitting on a goldmine of fantastic content that YOU own), start amplifying and using this content across your site, and across your other channels, both on and off line.  Last but not least, don’t forget to always be measuring and analyzing results and ROI.

The Acquire part of this model is where my clients really get creative, especially as they expand multichannel. Halfords is one of our first multichannel examples in the UK (also check out a great EU catalogue example for Wehkamp), and one that really took advantage of their review content. The reviews snippets are across all categories, and vary in size and description – really a great way to sync up your marketing across multiple channels, and feed online content into your high street stores.

Here is a quick tip: when adding product review content to your catalogues, remember a few simple rules:

  1. Choose Right: Highlight the products that you really want to drive sales on. Your customers will pay attention to these call outs – use them wisely.
  2. Make it Shine: Use big, full stars, add ‘Recommend to a Friend’ (‘22/24 would recommend this product to a friend’), or give a rating and total number of reviews (‘4.8/5 stars, 46 reviews overall’).
  3. Less is More: Review snippets should be 2-3 lines max – anything longer and you lose their interests (and eye sight!)
  4. Get Personal: Give the name and location (and/or age) of the reviewer. Connecting with ‘people like me’ is the best way to drive the community feeling.

Remember that catalogues usually go into print months prior to hitting the shelves, so think ahead when adding user comments and ratings, and use your Community Manager to help you identify best content to use. As WOM experts, we have an arsenal of tips and tricks to make this small part of the catalogue drive big value for our clients.

Halfords is doing everything right – dozens of examples, short reviews (“Great ride, brakes are excellent”), bold graphics and stars, full nicknames and locations. Love seeing them pave the way for other retailers to include UGC in their pre-Christmas marketing. Ride on!

Sam Decker Bazaarvoice Summit Cliffnotes #17: Feeding the Voice—How to Increase Participation

October 27th, 2008 by Sam Decker Chief Marketing Officer

This is the seventeenth in our series of key takeaways from some of the presentations and panel discussions offered at the Social Commerce Summit in May 2008.

Joel Knight, Marketing Services Manager, spoke about how to increase participation to increase UGC volume.

With these 10 best practices, a company can establish a new UGC-based marketing program, foster its success, and then take it multi-channel.

1. Launch an Engineered UGC program

  • Have a launch announcement, and keep it simple!
  • Use past-purchase e-mails for purchases up to six-months past (Send them on Tuesday mornings)
  • Always provide a direct call-to-action
  • Provide an incentive
  • Connect your message to the brand (i.e., include the CEO’s signature in e-mails)

2. Build on Critical Mass

  • Develop loyalty programs, giving contributors early access to products, badge consistent contributors, offer rewards, etc.
  • Make internal contributors, such as your staff — especially for providing answers to customer-generated questions. Always remember to badge these folks
  • Always send post-purchase e-mails.; include a direct link to where the customer can contribute their content (review, story, answer, etc.)

3. Take it Multi-channel

  • Use cross-promotions to promote UGC and use reviews to prompt more purchases. Use box stuffers, catalogs, receipts, in-store signage, etc.
  • Encourage reviews through warranty registrations from manufacturers and other packaged goods
  • Use your customers’ words in all types of advertising – see how Office Depot got great results from their online ads featuring “reviews”

Sam Decker Bazaarvoice Summit Cliffnotes #16: Negative Reviews: Loving the Ones Who Hate You

October 20th, 2008 by Sam Decker Chief Marketing Officer

This is the sixteenth in our series of key takeaways from some of the presentations and panel discussions offered at the Social Commerce Summit in May 2008.

Here, Scott Muhlig, Bazaarvoice Content Operations Manager, spoke about the value of negative reviews, and learning to love the ones who “hate” you.

There are two types of negative feedback – that which gets rejected, and that which is published. Both are critical to your business.

Approved/published negative reviews, as long as they are not profane or violate other rules of moderation, such as mentioning price, service, or litigation issues, among others, are valuable to the company and consumers. Negative reviews show credibility – if there are nothing but 5-star product reviews for your products, consumers get suspicious about the authenticity of the content. Negative reviews also give objective feedback and help retailers uncover blind spots. Perhaps there was a breakdown in a process, an unforeseen change in a vendor’s product, or some misinformation in the product’s description on the website. Direct feedback from your customers is the most transparent way to uncover these issues and get them solved quickly.

Rejected negative feedback is also incredibly valuable. When people are upset with a purchase, they sometimes get angry, which can cause them to violate the terms of reviews, use profanity, or go off on a tangent – all things that can lead to rejected content. It’s important not to negate this information, because if you can communicate back to them, uncover and solve a legitimate problem, and complete the circle, it makes it less likely that they will spread their rancor to blogs, forums, and other places where you are unable to see, control or address their comments.

It’s important to review all negative content to look for trends in the negative comments, so you can uncover product or system improvements to improve future customers’ interactions. Here are just a few ways to use negative or rejected content.

1. Use rejected content to handle legal concerns proactively

Content that is rejected due to possible legal concerns constitutes less than 2% of the average 11% of all content that is rejected. Try to have a member of the management team review this content, and engage legal counsel early when appropriate. Major retailers create a liability team to review such issues. Rejected content guides this team right to potentially harmful products, which they then investigate proactively.

2. Use services complaints to save customer relationships

Very often, people just want to know a company hears them. E-mails and publicly posted responses are both inexpensive ways to let your community know you listen while potentially saving a customer relationship. Through trend analysis, retailers can pinpoint whether certain customer complaints surface from particular products, which they can then discuss with manufacturers.

3. Use negative reviews to hold vendors accountable, improve products

Through trend analysis, retailers can pinpoint whether certain customer complaints surface from particular products, which they can then discuss with manufacturers.

Brett Hurt Bazaarvoice’s view in this uncertain economy

October 18th, 2008 by Brett Hurt Founder and CEO

Things certainly change quickly – in the economy, in technology, and online – and I want to take a moment to fill you in on our outlook.

Bazaarvoice's logoI’m extremely bullish on Bazaarvoice, as I have been all along. We have always spent judiciously and balanced between high growth and cashflow neutrality, and our current investments have enabled us to rapidly grow our Client Services team to best serve our more than 280 clients globally. We are 375 people strong and will continue to hire engineers to continue our development of ROI-driving products, features, and programs. You won’t find another company that has consistently developed as many new offerings – we have consistently delivered new features every seven weeks across 6 (soon to be 7) products in 20 international languages, and this will not slow down. Our culture is stronger than ever. It is truly humbling (and exciting, every day) to work at such a special place.

In the midst of the global economic uncertainty, I want you to know that we will continue to thrive as a financially viable, rapidly growing organization by staying focused on our most important job: effectively and passionately servicing our clients to deliver measurable results. You will see many companies with unproven business models fold over the next year, as I witnessed happening around us at Coremetrics during 2001-2002. But our business, and our business model, are very solid:

  • In our most recent quarter, we saw a 148% increase in signed clients and a 229% increase in revenue, compared to the same quarter a year ago.
  • We now serve more than 280 clients globally.
  • Currently, 90% of the Internet Retailer Top 50 and 80% of the National Retail Federation’s Top 100 who outsource reviews choose Bazaarvoice.
  • We have served over 17 billion product reviews to date, across 20 international languages.
  • We were voted one of Austin’s Best Places to Work this year for the second year running.
  • This week, we won the 2008 Marketing Excellence Award from ClickZ for our Ask & Answer solution.

To us, user-generated content must deliver a real impact to our clients. Here are some recent benefits they have seen:

Now, more than ever, social commerce can have the greatest impact on the bottom line, including reducing support costs and product returns, and increasing site traffic, conversion, advertising ROI, customer satisfaction, and loyalty. In this economy, consumers will scrutinize their purchases more than ever, driving an increased need for user-generated content. They will reward businesses that help them make more informed and satisfying purchase decisions. Businesses that step up their pace of customer centricity will emerge as even stronger leaders after these challenging times turn.

We will continue to be the leader in social commerce. Our entire company is focused on our clients, and it excites us to see so much innovation and success from the smart people that choose to partner with us. Please let us know how we can help your business.

As always, keep an eye on this blog for more real-world ideas from our clients about how user-generated content works for them.  Here are a few of my favorites from just this month:

Sam Decker Ask & Answer Wins 2008 ClickZ Marketing Excellence Award

October 14th, 2008 by Sam Decker Chief Marketing Officer

Ask & Answer has been in the market for nearly two years. Its purpose is to plug another major hole in conversion: answering customers’ questions in a salient, scalable way. Over the last year we’ve been able to measure the impact on conversion and reduced support costs.

Two years ago, we were honored to win ClickZ’s Marketing Excellence award for Ratings & Reviews, and last year we were recognized by Austin Business Journal for most innovative software award for Ask & Answer. And this morning I was greeted with a pleasant Google alert that Ask &  Answer just won ClickZ’s 2008 Marketing Excellence Award for Social Media Marketing!

We pride ourselves on building innovative social software and services that drive measureable results, and are honored to receive recognition like this. The judge’s comment reads: “User-generated content is the killer app for all Web sites, and Bazaarvoice is the hands-down leader in driving innovation in this space. Social networking is only viable for the few. Rating, reviews, and comments are there for all to capitalize on, and Bazaarvoice has made it easy for all to get in the game.”

We’ve wrapped ourselves under the term “Social Commerce” because social media marketing programs should impact the P&L (now, more than ever). Whether through measurable client case studies or awards, we’re thrilled to see Ask & Answer recognized for making a difference.

Sam Decker French retailers drive ROI and Loyalty – Très Bien!

October 13th, 2008 by Sam Decker Chief Marketing Officer

Today’s blog is written by our European Community Managers, Anna Skaya and Emilie Rose, both in our UK office. This is our first bi-lingual post – written in English and French! Look for more multi-lingual posts as our European markets and teams grow.

A few weeks ago, the Bazaarvoice EU team attended the eCommerce Paris show and met with several of our premier international clients. As a relatively new player in the French market (Bazaarvoice has had an office in Paris for a bit over a year), we used our presence at the show to educate companies about the impact of user-generated content on their brand, and their bottom line. Throughout the show, I heard that French consumers have an increasingly high opinion of online shopping. It offers them more competitive prices than offline stores, plus innovations such as reviews make it relatively easy to shop. What’s more, it helps them avoid crowds – always a huge plus considering the masses of shopper we ran into throughout Paris!

Many takeaways from the show revolved around the current state of the French ecommerce market, and how there are heavy-hitters that are driving innovation across industries in Travel, Retail, and Media. The presence of many ecommerce players, from analytics to search to niche services, shows that the market is ready to embrace such website fundamentals as Ratings & Reviews and other social commerce elements – elements that have become ubiquitous in the US and UK.

There was also a lot of talk about how to best coordinate online and offline marketing initiatives, as creating and maintaining brand loyalty is a French motto (considering all the luxury French brands, it’s more a way of life). Many of our Community Management best practices advocate creating multi-channel campaigns using user-generated content across email, in stores, and more.

The size and timing of the event– over 19,000 people attended and displayed at the 3-day conference – underscore that, across the world, web sales are growing faster than any other channel, and the French market is fresh and ready to follow the lead. Social commerce was a hot topic, especially as we discussed the recent case study we jointly presented with one of our premiere French clients, Mistergooddeal. The online shop saw a 24% increase in time spent on site, and almost double that in conversion when comparing users that clicked on “read reviews” links. Metrics like this definitely sparked interest, and we expect these types of results to evolve even more as the European market grows. Word of mouth is a cross-cultural, multi-national phenomenal, and it translates in any language as a win-win.

As a European Community Manager, I have input and access to many of my client’s creative and strategic ideas, and am able to position myself well in driving community and building ROI. Bazaarvoice is incredibly ROI-driven – we have a two-pronged approach that involves creating brand awareness by facilitating conversation by your own clients, while generating ROI and profits. I continuously see how my role as an expert of both parts creates both community and profit. With a strong understanding of the European social commerce market, and a growing European team, there is incredible potential for many of our prospects to share stories, collect and use reviews, and continue to help consumers engage with their brands.

Here is the same blog posting in French…

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Sam Decker Bazaarvoice Summit Cliffnotes #15: Growing Your Social Commerce Strategy

October 13th, 2008 by Sam Decker Chief Marketing Officer

This is the fifteenth in our series of key takeaways from some of the presentations and panel discussions offered at the Social Commerce Summit in May 2008. I presented about how to develop your social commerce strategy.

Social commerce growth depends on three key actions:

1. Choose Wisely
To grow social commerce, choose your path wisely. Start with the P&L — it’s the language of business. Show Y=f(x) to P&L, and show off the results — not just to your team, but to everyone. Connect multiple functions: create merchant dialogues, leverage e-mail exchanges, and utilize Web analytics.

2. Accelerate Activity
Be willing to fail fast and encourage learning as a success metric. To ease the tension associated with this, mentally separate the processes that run your business from those of exploration and innovation.

Help is out there. Use it. Create plans to leverage content data and participants. Merchants now make better decisions with UGC — leverage this. Get more from your partners by asking more from the people there to help you.

3. Sustain
Sustain established channels by feeding “the school,” rather than individual fish. Find where your school swims, and place the content there. Subsequently revisit the output of your decisions. Is the “squeeze worth the juice?”

Always ask, “What’s next?”

Of course, check our blog for insights from other companies just like you, to see how they do it.

Sam Decker “User Generated” Insights from Ze Frank (zefrank.com)

October 8th, 2008 by Sam Decker Chief Marketing Officer

If you don’t know who Ze Frank is, he’s tough to describe – a combination of an improvisational comedian, writer, uber-talented designer/developer, and participatory web guru. He is one of the most famous web video bloggers and viral stories of this decade. Check out his site at www.zefrank.com to see what I mean.

I met Ze Frank several years ago over drinks at a partner event and a few months later over lunch at the Austin airport, as he was leaving SXSW where he hosted the interactive track. Based on his videos, I was expecting a “zany” conversation. What I got was one of the most articulate and thoughtful perspectives of web participation I’ve heard. He comes at this from someone who has built a brand and a community with his own hands (he designed, programmed and edited everything on his site). He has dabbled at monetization strategies, but most importantly he understands what moves audiences to watch, interact and contribute. Undoubtedly, he is a true visionary when it comes to participatory use of the Internet.  At that airport lunch I asked him to be an advisor. Fortunately he loves what we do and agreed. For the last couple years Ze has been one of our most active advisors, giving feedback on our products and recently gave a memorable presentation/interview with Kelly Mooney at our Social Commerce Summit in May.

Last week we brought Ze to town and I asked him to address the whole company about what participation and community means to the audience as well as brands. After his talk, I got input from some of our employees about what struck them most about what Ze said.

Several of our Community Managers commented about how volume of user-generated video grows more slowly than review volume. Video is the “latest thing” to use in conjunction with customer reviews, and sometimes gaining traction is tough. Ze encourages us to narrow our focus and ask customers to post a video based on a specific idea or concept, rather than under the broad focus of a review. Encouraging them to send a video showing them doing something specific with a product can gain participation.

Focusing consumers also helps their contributions to remain relevant and helpful. If brands provide the tools and guidance around how to participate, and what to contribute, they get more meaningful participation. This struck me as very relevant to what we do. It’s why Ask and Answer is better than a forum, for example.

Ze is fairly tangential in his speaking, which is fun to watch, and he encourages us to remain that way when solving problems, and developing products and features. To Ze, the journey is as important as the destination – there are many ways to solve a problem – and we should continue to be curious and learn all along the way. Tangential possibilities can create alternate paths that should be explored.

A true individual, Ze has used his own site to display his own thoughts, as well as the insights of those who read/interact with it. His idea of the Internet as a community where anyone and everyone can participate leaves the mind open to all the possibilities of this huge resource. One size does not fit all – either for participants or brands.

For me the biggest topic we discussed is with regards to how a brand participates in the conversation. And not only how, but where, what do they say, how do they say it? The message from brands has always been so crafted, communication so guarded, the whole process managed by outside experts. How can a brand start communicating in real voice, through real people without radically changing what that brand means? This is a point of view that we will continue to evolve and develop, along with our clients, along with Ze.

So these are just some of the things we were left thinking about once Ze left. Tell us what he (or his site) makes you think about.

Brant Barton Reviews impact Boden’s sales and their future designs

October 8th, 2008 by Brant Barton Co-Founder and Chief Innovation Officer

This blog was guest written by Anna Skaya, UK Community Manager.

We all love good customer stories, especially ones that show how UGC changes the business from the inside out. It’s great hearing anecdotal stories from our clients, but getting to test, analyze, and actually prove value is even better. One of our premier UK clients is dominating both worlds – not only did Boden raise the bar on growing their online community (since launch, they’ve gathered over 70,000 reviews!), they also made sure that these results went towards helping prove ROI and bottom line benefits for the business.

Being a ‘big deal’ in the catalogue business means always making sure that your investments are making you the returns you expect – exactly the kind of thinking we admire in our clients. Working on a joint case study, both Boden and Bazaarvoice teams made sure to cover many different aspects of conversion and ROI.
In the end, the data speaks for itself. Using segmentation analysis, we compared users who read reviews (those who clicked on the ‘read all reviews’ link) and those that didn’t. Double digit increases in both sales conversion and average order value point out that the user-generated data on the site is helping drive solid numbers. Make sure to check out the full case study – fantastic results all around!

Being able to drive direct ROI for one of the most beloved, influential, and smartest apparel brands in the UK is a big deal – being able to tie direct stories to how this is changing the business from the inside out is even more powerful. To supplement the Case Study, Boden also asked their renowned design team and garment techs what they thought of product reviews on the site. Turns out close to 90% of the internal teams read reviews, either on the site or through an internal system, and over 85% say Ratings & Reviews will directly affect their work in the next season.

Here are some direct quotes for the designers themselves:

“I find this really really useful, and read the comments regularly. This is so that I can decide if we want to place more repeat orders, based on if we think the garment will return more highly than expected. Also, I like that you can filter the comments by rating, date etc.”

“It does tend to confirm for me that there is no one opinion about a product, and not all product shapes suit all figures- It’s nice to have lovely glowing reviews alongside those that are slightly more critical- good to have a balance. It’s nice to know that our products are making some people happy and that they’re taking time out to review them!”

Word of mouth full circle: letting the customer speak directly to the design department, then listening to that feedback and letting them help build a better product. Johnnie Boden must be so proud of his fantastic team!