• 22 Jun
    S&B Commercials

    S&B Commercials

    Increasing return in a crowded market place

    Tapping into S&B’s customer’s online behaviour allowed us to invest their budget wisely into avenues that produced the greatest offline return. The success of their search advertising campaign allowed S&B to further build their level of exposure through social channels such as Facebook.

    The Challenge

    The new and used commercial vehicle market is huge and highly competitive. S&B, a commercial vehicle dealership, hired us to overhaul their campaign and made paid search advertising work as a consistent channel.

    Helping S&B find where within this crowded market their advertising budget gave them the greatest return was our initial goal. Our next challenge was delivering a good volume of qualified traffic to S&B’s internal sales team – both on and offline – whilst maintaining a limited digital budget. This qualified traffic would, in turn, generate profitable leads, so ensuring tracking was in place so S&B knew what worked for their audience was also paramount.

    Our Solution

    Our strategy was based on using S&B’s customer profile to make smart decisions on where to spend their budget. By tapping into their customer’s behaviour we could appear throughout the sales cycle, from research (website visits and brochure downloads) to consideration (call-back requests and enquiry forms) and acquisition (vehicle reservations and purchases).

    First, we restructured their PPC account to mirror their website, building a presence every time a customer searched for our products. Then we improved tracking and introduced AdWords goals so all website actions towards a sale could be measured.

    This helped us identify successful search terms. Grouping these queries according to vehicle model and user intent, we then portioned out the budget according to the return each group gave, safeguarding budget.

    We also noticed sharp variances in engagement throughout the day, so implemented an ad schedule to spend only when customers were actively searching for our products.

    Increasing the ROI from AdWords liberated budget, which we focused on social advertising channels including Gmail and Facebook.

    We analysed S&B Commercials’ analytics and sales data to extract their key demographic audience in order for us to target the right audience with Facebook Lead Generation campaigns from the word go. We began advertising three models, the Citan, Sprinter and Vito to carefully sculpted audiences who met the key demographic but also who worked in particular trades with interests linked to commercial vehicles.

    The Results

    The work on the AdWords account led to a 57% increase in the times when S&B’s ads were seen on Google and a 263% increase in visits to the website.

    The increase in qualified traffic to the business, in turn, led to a stunning 4016% increase in customer conversions (brochure downloads, filling out of online forms, vehicle reservations and purchases), bringing the average cost-per-lead down by over 83%.

    As a result, the significant increase in their digital return gave S&B the confidence to invest and increased 166% in their digital budget allowing them to drive traffic from other marketing channels.

    Using Facebook Ads, we delivered an average of 11 confirmed leads per day at an optimal CPA 600% lower than that attained via Google AdWords over the 30-day campaign. We have now since expanded the campaign to now include other commercial vehicles offered by Mercedes-Benz. To date, ads on Facebook have led to a substantial increase in the number of qualified leads received by the business.

    Working with White has so far delivered over-anticipated results. Decreasing our average cost-per-lead by over 83% has meant that our budget now works harder for us, and allowed us to reliably increase our digital budget due to increased ROI. Increased targeted exposure has also led to a vast increase in leads generated from our PPC activities.

    S&B

    By Jintana Chantschool
  • 19 Jun
    Natural Baby Shower

    Natural Baby Shower

    More Than Natural Growth Through Paid Media

    Natural Baby Shower is a retailer of baby products and the natural place to shop for new parents and moms-to-be. We helped them grow their business over the last two years enabling them to become the industry leader in natural baby products.

    The Challenge

    Natural Baby Shower approached us to help them boost their growth whilst maintaining a low CPA to ensure their overall ROI remained exceptional, but the campaigns were aggressive enough to ensure very strong growth.

    The sector they operate in is very competitive, with cost per click of most keywords increasing, with the wrong campaign on paid channels, this could put pressure on margins. For a growing business, this can present even more of a challenge, with the need to continually find opportunities in such competitive market.

    Our challenge in this marketplace was to not only show NBS’s uniqueness but also to deliver long-term customers, with a strong immediate ROI.

    Our Solution

    To succeed in this competitive niche, the campaign required a lot of hands-on management and an exceptional knowledge of the client and the market. We also needed to constantly monitor our competitor’s prices and offers to ensure we could stay one step ahead.

    We used a number of channels to ensure the campaigns were successful:

    • DSA Campaign
    • RLSA (Shopping and search)
    • Paid Social Ads for Most important events (Black Friday + Baby Shows)
    • New Attribution Model to take better decisions
    • Time of Day bidding – Script to ensure every hour is different
    • Native advertising to reach a broader audience on the display network
    • Access to the main beta so Use all new features before competitors
    • Continuous A/B testing
    • Continual bid management

    Black Friday

    In 2014 NBS did very little for Black Friday, but in 2015 with us helping they started to introduce offer on the day. The build-up and the day were very busy, but we ensured success with a very hands-on approach.

    • Hourly Communication with their team to ensure site/stock were ok
    • Check competition for the best selling brands
    • Check Prices & Stock (out of stock items) on competitors sites
    • Ensure the bids are always on top but also that the spent doesn’t reach too high level
    • Amend the ads during the day for some brands that have just allow a higher discount or who were allowing us to promote their brand term
    • Script for any anomaly every hour

     

    In 2016 the campaign was run again.

    Client Communication

    We had to adapt our approach to the busy environment of a high growth business, some of the areas that allowed the project to be a real success were:

    • We made sure we were available at the times that work for NBS – which included out of hours and weekends
    • Last minute promotions came up frequently and had to be dealt with quickly, this was due to last minute announcements from brands
    • Due to the continual growth of the business, internal teams were always busy and often not available. We got around this by learning quickly about their products and gathering a thorough understanding of their business
    • We were able to push our approach and become an important part of the NBS team

    The Results

    Improvements over the period

    • 225.86% increase in orders through AdWords
    • 433.25% growth in revenue through AdWords & Bing
    • 814.71% increase in revenue through AdWords Shopping campaigns (PLAs)

     

    Black Friday 2015

    • Structuring the campaign to produce over a month’s worth of revenue in one day
    • An increase of 975% in AdWords revenue over Black Friday in 2014 when no promotion took place

     

    Explosive Black Friday 2016

    • Revenue generated in a day in 2016 was over a normal month’s revenue, with the benefit of long-term, repeat customers
    • Black Friday period 2016 saw a 247.02% increase in AdWords revenue (last click attribution) when compared to Black Friday 2015, and 3,755% up on 2014

    Thanks again for helping facilitate a great period of growth for Natural Baby Shower

    Natural Baby Shower

    By White.net