Summer brings challenges when it comes to driving new revenue with promotions, but it also bring opportunities. In fact, we’ve seen partners drive over $45,000 with summer promotions!
To discover best practices and tips for planning, selling, and administering summer promotions, watch a recording or our Summer Promotions Survival Guide.
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Summer Promotions Survival Guide
1. PRESENTED BY SECOND STREET#promotionslabP R E S E N T E D B Y S E C O N D S T R E E T
2. PRESENTED BY SECOND STREET#promotionslab
PRESENTERS
Julie Foley
Director of Affiliate Contest Success
@julie_foley
Liz Crider
Affiliate Success Manager
@emcrider
3. PRESENTED BY SECOND STREET#promotionslab
Matt Chaney’s new bundle of joy!
Maggie Fiona Chaney
April 29th @ 6 pm
7lbs 4oz
4. PRESENTED BY SECOND STREET#promotionslab
QUESTIONS & TWITTER
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Note: We are recording this
webinar and you will receive an email with links to
the recording, slide deck, resource center and
relevant articles in the promotions lab.
5. PRESENTED BY SECOND STREET#promotionslab
WHO WE ARE
Increase ROI, Build &
Engage Audience
7. PRESENTED BY SECOND STREET#promotionslab
AGENDA
• Summer Spending: By the Numbers
• Summer Deal Store Overview
• Deal Store Case Studies
• Summer Contest Case Studies
• Kids and Pets Templates
• Summer Promotion Resources
• Summer Survival Plan
• Q&A
Julie Foley, Affiliate Success
8. PRESENTED BY SECOND STREET#promotionslab
Summer Spending by the Numbers
Summer
Spending per
Child
$1,100
2/3 of Families
Will Travel by
Car
70% of Americans
are planning a
summer staycation
Source:AmericanExpressSpendingandSavingsTracker
9. PRESENTED BY SECOND STREET#promotionslab
Of the 70% of families planning a
staycation…
• 46 percent plan to attend a nearby festival or concert
• 41 percent plan to visit a local museum
• 36 percent plan to eat out at restaurants more often
• 20 percent plan to get a spa treatment
• 13 percent plan to schedule a golf outing
Source:TheNewYorkTimes
10. PRESENTED BY SECOND STREET#promotionslab
Avoid the Summer Revenue Dip
Sales
Promo!
Sales
Promo!
Sales
Promo!
Sales
Promo!
11. PRESENTED BY SECOND STREET#promotionslabP R E S E N T E D B Y S E C O N D S T R E E T
Deal Stores
Nick Certa, Sales
12. PRESENTED BY SECOND STREET#promotionslab
1. Expand deal offerings
2. Run multiple deals
from same advertiser
3. Target niche audience
4. Diversify your deal
program marketing
5. Grow list & increase
revenue!
Why Deal Stores?
13. PRESENTED BY SECOND STREET#promotionslab
Top Deal Stores
1. Holiday/Stocking Stuffer
2. Cyber Week
3. Golf
4. Destinations/Travel
5. Father’s Day
6. Mother’s Day
7. Home Improvement
8. Kids/Family
9. Summer Adventures/Recreation
10. Best Deals of the Year
Matt Chaney, Affiliate Success
14. PRESENTED BY SECOND STREET#promotionslab
Top Categories
Categories
Average Revenue
per Deal (Gross)
Regional Travel $3,776
Recreation: Golf $3,354
Recreation: Attractions $3,239
Recreation: Activity Center $2,296
Events $2,098
Retail: Hobby/Sports $1,963
15. PRESENTED BY SECOND STREET#promotionslab
Other Categories to Consider
Category
Camp Grounds
Outdoor Activities
Mobile Detailing
Children Boutiques
Water Sports and Rentals
Special Foods (butcher, farmer
markets)
Museums
Outdoor Maintenance
Grills and Accessories
Summer Events, Concerts
Winery Tours
Liz Crider, Affiliate Success
16. PRESENTED BY SECOND STREET#promotionslab
Create a Store & Per Deal Goal
• Store Goal: $30K
– 15 deals
– Each deal must reach at
least $2,000 (gross)
• Store Goal: $15K
– 10 deals
– Each deal must reach at
least $1,500 (gross) Brian Seymour, Support
17. PRESENTED BY SECOND STREET#promotionslab
Traits of Top Deal Stores
Deals fit the theme
Complementary deals
Healthy price points
Deals are in addition to regular
sales efforts
Keep audience needs/wants in
mind
Planned months in advance
18. PRESENTED BY SECOND STREET#promotionslab
Promote Heavily & Create a
Shopping Event
+ =
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Make Sure Your Mobile Site is
Ready!
1 in 5
Deals
purchases
occur on a
mobile device
(tablet or phone)
20. PRESENTED BY SECOND STREET#promotionslab
Quad-Cities Times – Kids Store
Store Details
• Deals: 13
• Advertisers: 13
• Launched on
Monday
• Ran for 12
Days
Email
21. PRESENTED BY SECOND STREET#promotionslab
Kids Store Results
Beauty
7%
Dining
23%
Recreation
31%
Retail
31%
Services
8%
Category Mix
Average Revenue per
Deal: $1,658.81
Top Deal:
Michaels Fun World
Activity Center
Total Gross
Over $21K
22. PRESENTED BY SECOND STREET#promotionslab
Sacramento Bee – Summer Fun
Store
Store Details
• Deals: 20
• Advertisers: 18
• Launched on
Sunday with
full page ad
• Ran for 7 days
Full Page Ad
23. PRESENTED BY SECOND STREET#promotionslab
Summer Fun Store Results
Recreation
75%
Services
15%
Event
5%
Dining
5%
Category MixAverage Price:
$48 vs.$18.62
Avg. Revenue per Deal
$2,284.65
Top Two Deals:
Sacramento River Train &
Castle Oaks Golf Club
Total Gross
over $45K!
24. PRESENTED BY SECOND STREET#promotionslab
Deal Store Key Takeaways
Deal quality remains crucial
Promote heavily – include a contest
Plan ahead – have a store calendar for the
year
Use turnkey resources to spice up your
site
Set a store and per deal goal
25. PRESENTED BY SECOND STREET#promotionslab
Tell Us About Your Store & Win a Prize
success@secondstreet.com
Julie Foley, Affiliate Success
26. PRESENTED BY SECOND STREET#promotionslab
POLL
Have you run a summer themed deals store before?
• a. Yes!
• b. No, but I can't wait to do it this year!
• c. No.
28. PRESENTED BY SECOND STREET#promotionslab
Online Retailers Use them All the
Time
Code:
BRTHANKS
Code:
STYLENOW20
29. PRESENTED BY SECOND STREET#promotionslab
Our Top Partners Use Them
Code:
BIRTHDAY
Code:
SUMMERTIME
30. PRESENTED BY SECOND STREET#promotionslab
Promotional Code Tips
• Keep code short – easier
to remember
• Tie code to your theme
• Give code short expiration
window –
14 days or fewer
• Include in deal store ads &
promotions
• Share on social mediaMichelle Anderson, Human Resources
31. PRESENTED BY SECOND STREET#promotionslab
Accelerate Buying w/ a Minimum
Spend Credit
Why Min. Spend Credit?
Helps raise your average
purchase
Reduces financial exposure
for your program
Gives you an option to send
out to a large group of
consumers
Is easy to promote in print
and on-air
Use Promo Code
SUMMERFUN
To Get $5 Off
Your Purchase of
$20 or more
32. PRESENTED BY SECOND STREET#promotionslab
Your Summer Store & Promo Credit Plan
• Optimal Dates to Run
– Maximize weekdays
– July: 8-22
– August: 5-19
• How long to run your store
– 10-14 days
– Launch on a Monday
• When to sell your store
– May and June
• Promotional Credit
– Include within store ads &
promotions
– Use min. purchase credit type
– $5 for purchase of $20 or more Jack Rosenzweig, Product
33. PRESENTED BY SECOND STREET#promotionslabP R E S E N T E D B Y S E C O N D S T R E E T
Contests
Kelly Travis, Marketing
35. PRESENTED BY SECOND STREET#promotionslab
UT- San Diego
“Movie ticket giveaways have long been our most popular contests. They are easy to produce and
launch – using a standard template, we can typically get one of these online in fewer than 15 minutes.”
- Jennifer Balanky, Content & Community Manager, U-T San Diego
40. PRESENTED BY SECOND STREET#promotionslab
POLL
Have you run a summer themed contest before?
• a. Yes!
• b. No, but I can't wait to do it this year!
• c. No
41. PRESENTED BY SECOND STREET#promotionslab
BEST PRACTICES
• Mobile
• Facebook
• Custom Email Campaign
• Secure local prize partners
• Run a Summer Deal Store
Emily Thousand, Affiliate Success
42. PRESENTED BY SECOND STREET#promotionslab
Contest Key Takeaways
Add your opt-ins
Promote heavily – include a deal store
Plan ahead – have a contest calendar for
the year
Use turnkey resources
Sell a sponsorship
43. PRESENTED BY SECOND STREET#promotionslab
Resources
• Summer Deal Store Saleskit
• Store creative
• Print & web promo ads
• Merchants to consider
• Sales PPT deck
• Kids and Pet Saleskit
• Contest templates
• Print & web promo ads
• Advertisers to consider
• Sales PPT deck
• User Manual & FAQs
Jen Lauck, Support
44. PRESENTED BY SECOND STREET#promotionslab
Summer Survival Plan – Store + Contest
Deals Store Plan
• Optimal Dates to Run
– Maximize weekdays
– July: 8-22
– August: 5-19
• How long to run your store
– 10-14 days
– Launch on a Monday
• When to sell your store
– May and June
• Promotional Credit
– Include within store ads &
promotions
– Use min. purchase credit type
– $5 for purchase of $20 or more
Contest Plan
• Schedule at least two list building
sweepstakes
– Run 10-14 days
• Schedule at least one sponsored
contest
– Run 2-4 weeks
– Sell May and June
• Include opt-in to build database
• Include “SUMMERFUN”
promotional credit
• Every registrant gets deal credit
– min. purchase required
45. PRESENTED BY SECOND STREET#promotionslab
Q&A
Julie Foley
Director of Affiliate Contest Success
@julie_foley
Liz Crider
Affiliate Success Manager
@emcrider
Notes de l'éditeur
Julie
Julie
The Second Street Promotions Lab is the source for original content about the world of online promotions for the media industry.The Lab features insights, analysis and actionable content from Second Street’s team of deals and contesting experts and other industry insiders covering trends, best practices and real-world case studies.
Julie
So if you’re searching for a place to start building a list of advertisers/sponsors and merchants to consider – this would be it!
Plenty of opportunities to make your revenue line flatter – especially in the summer!Look for dips in revenue – use stores and contests to fill the gapLook at your promotions calendar
Including deals that might not be able to stand on their Good for advertisersNo out of pocket cost and no risk as usualReceive a lot of additional print & digital promotionGood for customersLots of local deals & big discounts to choose fromCreates a shopping mall & browsing experience
Half tied to a holiday or specific seasonHalf evergreenLots of good ideas. All of these are solid choices.#10 is going to be a lot higher on this chart in 2013. Seeing lots of sites experiment with this. Look for an upcoming article on two great examples on the SS Lab.
Give dad a great experienceGetaway with Mom; keep it drivable; you may have to bend some on restrictions to get these but the pay off is worthRoller skate rink, adventure parks, raceways – celebrate dad as a group – Kelly’s family and paintballTake dad to a local sports event; ticketed events are great deals as a way to kick-off sales or as a way to clear out unsold tickets; food/merchHelp dad try that thing she always wanted to learn – golf lessons, flying fishing, or bowling lessons; better to have a full class than having instructors only teaching to a small groupWineries – this is a personal favorite; these make great gifts – a wine tasting tour or discounts at the winery shop; appeals to that more affluent audience media reachGolf – in season; whether dad goes with the guys or mom or as a family; these are great deals – may get some extra sales from guys also wanting to play (one for them one for mom)Everything from portraits of the kids or your favorite family photo on canvas; these make great deals for a store but probably don’t stand alone wellRetail: Food – butcher shops, specialty foods, Edible Arrangements, bakeriesRecreation – zip line, hot air balloon ride – for the adventurous dad
Min. of 7-10 dealssome experimentation requiredNursery Deal + National Deal for Garden ToolsHave a deadline – a site was already telling us they’re selling Q3!
PROMOTE, PROMOTE, PROMOTEStrong Promotional Package + Great Deals = Spending/Excited BuyersLeverage all of your assets - Put a value on themCreate promotion packageOpportunity to showcase custom or unique ad optionsKey selling point
All sites come mobile-optimized but make sure your mobile branding is turned onReach on-the-go shoppers out enjoying the good weatherStore functionality fully supportedRemind users it is available to themIncorporate mobile site into existing news apps
27K circulation Meridian, CT
Dedicated store emailsLast Chance emailGreat categories – perfect for summerThink about kids and parent activities
Don’t expect a bad deal to perform better because it is in a store – don’t use filler deals
Credits induce an action – buying; that’s the main goalRun them year long and especially around storesLots of creative uses and targeting options – celebrate a milestone or bring back inactive buyersToday – the focus is on engaging your audience to spend more during the summer monthsIt is worth the investment!
Sweeps and giveaways are perfect contest types for growing your database. If you’re going to be running a deal store or want to grow your list over the summer these are the contests you should add to your calendar. Run at least TWO sweeps in July and August. Always include an opt in on the submission page and if growing engagement is part of your social strategy add this contest to facebook!Offer a credit to your deals program as a sweepstakes prize
Prize: Advance screening passes. UT SD usually gives away 75-100 pairs per movie ticket giveawayPromotiuonal strategy: The newspaper sent an email to their promotional database announcing the contest. In addition they tweeted from their @utcontgestshangle on twitter, posted to their UT contests fb page and added the giveaway to the Ut contests website. ALL DIGITAL ASSETS! Results: 2,075 entries from 1306 unique entrants ad gemeratedpver 250 new email opt-ins from the submission form!
Check out the graph to see for yourself just how much the email that was sent to UT SD’s promotions database impaceted the total number of contests entries. 22% ofthetotalentriesforthecontestcameinthedaythatthepromotionalemailwassent.
Memorable moments – Summer memories, travel and vacation photos, Disney getawayPatriotic – 4th of july photos of families, kids, babies and petsMakeover – ugly grill, backyard, win a pool!Recipes – bbq, grilling or picnicWeather and extreme temperature – guess when it will reach 100, guess when the giant block of ice will melt
Third year running this contest. Already branding this for 2013 NOW!Contest entrants submitted videos of themselves singing the national athemNewspaper recorded and uploaded videos at local mall one day during submission period for those who couldn’t do it on their ownSponsor: law firmPrize: Grand Prize $500 in cash and sang with Ark Symphony Orchestra at Pops on the River on July 4th. 2nd and third got $250 and $100 respectively. Winners were determined by combo of popular vote and panel of judges. Results 57 submissions and over 71,000 votes.
Great to run ANYTIME!
Thanks to the advent of iOS 6 and Android Jellybean, toward the end of 2012 it finally became possible to upload photo and video directly from a mobile device to the Internet. mobile photo and video uploading allows for increased flexibility with contesting since users now have the ability to take and upload photo and video on the spot as opposed to having to work through a computer. This gives you the ability to reach your audience where they are.Mobile photo and video uploading is a game-changer for contesting because of the way mobile devices have become integrated with the way people interact with digital media. Nearly half of all American adults (45%) – and a full two-thirds of young adults (66%) – own smartphones and one quarter (25%) own a tablet.photography, is one of the most common activities performed with a smartphone, and 82% of cell phone owners use their phones to take pictures. This ability to take, edit, and immediately upload photos and video lowers significant barriers to contest participation.Take advantage of this newfound versatility to push your contesting program in new directions – just be sure to optimize your contests for mobile Template mobile & tablet version is branded with contest logoCustomize mobile version with sponsor adsPower your mobile strategy! Send an initial invite to your promotions databaseCustomize the “submission received/approved” emailsCustomize the “email friends/entry link” emailSend “voting has begun” emails if applicableSend a results/wrap up emailOffer advertising in exchange for each runner-up and grand prizesPartner with your Deals program to offer credits as prizesAnnounce winners on your website, on Facebook & Twitter, through eBlasts, on-air or in print
Thanks to the advent of iOS 6 and Android Jellybean, toward the end of 2012 it finally became possible to upload photo and video directly from a mobile device to the Internet. mobile photo and video uploading allows for increased flexibility with contesting since users now have the ability to take and upload photo and video on the spot as opposed to having to work through a computer. This gives you the ability to reach your audience where they are.Mobile photo and video uploading is a game-changer for contesting because of the way mobile devices have become integrated with the way people interact with digital media. Nearly half of all American adults (45%) – and a full two-thirds of young adults (66%) – own smartphones and one quarter (25%) own a tablet.photography, is one of the most common activities performed with a smartphone, and 82% of cell phone owners use their phones to take pictures. This ability to take, edit, and immediately upload photos and video lowers significant barriers to contest participation.Take advantage of this newfound versatility to push your contesting program in new directions – just be sure to optimize your contests for mobile Template mobile & tablet version is branded with contest logoCustomize mobile version with sponsor adsPower your mobile strategy!
Sell a sponsorshipAdd you opt-insSell a multimedia packageIf using Facebook version make sure you optimize for mobile usersUse template resourcesCombine with a Father’s Day Deal Store