5. • Helping ecommerce businesses since 1997
• INC 5000 since 2008
• Helping online stores achieve IR 500 status
• AdWords Certified Partner
6. Agenda
The Mental Model of Marketing
Why Use PLAs
Success Stories
Setting Up PLAs
Best Practices
EC Services
Q&A
7. Traditionally, We Followed a 3-step
Mental Model of Marketing
Stimulus First Moment Second Moment
of Truth of Truth
purchase in-store post-
motivator experience purchase
8. However, the Mental Model of
Marketing has Shifted
Stimulus First Moment Second Moment
of Truth of Truth
purchase pre-purchase in-store post-
motivator research experience purchase
9. E-commerce is growing
13% growth is
$262 bill
ion will be spent by
expected for e- US web shoppers
commerce in the by Christmas 2013
US alone
Source: Forrester Research Inc., March 2013
10. Consumers are Hyper-Informed
78%
of U.S. Internet
users go online to
search for
information about
products and
services
Source: "Online Product Research," Pew Research Center, 9/2010, Google Shopper Sciences, Zero Moment of
Truth Study, 4/2011
11. Google Drives Many of these Searches
France Russia
US UK 34M+ 20M+
(43.3% Reach)
32M+ (70.1% Reach)
185M+ (81% Reach)
Italy
Japan
(83% Reach) 23M+ 32M+
(85% Reach) (50 % Reach)
Spain
19M+
(87% Reach)
Mexico Germany India
40M+
(90% Reach) 36M+ 63M+
(78% Reach) (90% Reach)
Brazil
40M+
(89% Reach)
Source: Nielsen, August 2011 except for Russia: ComScore April 2011 % Reach = Number of Country Uniques / Total
Online Audience in Country.
12. Google Shopping Value
Proposition
Connect people to the products and
brands they love at the moment that
they’re searching
14. Product Listing Ads Display a Product
Title, Price, Image, and Merchant
Name
Google.com & Google Shopping
Desktop, mobile & tablet
Right Ads (8)
Top Ads (5)
15. Google Shopping Traffic Is
Increasing
1. Increased Traffic
Since launching to all US advertisers in Nov 2010, Product Listing Ads
have seen significant growth in annual traffic due to advertiser adoption
and product improvements
+600%
PLA Traffic
traffic growth YoY globally
Nov 2010 to Dec 2011
16. Why Use PLAs?
1. Better Click Through Rates (CTRs)
Because Product Ads are more attractive and engaging
than standard text ads, they offer better CTRs
17. Why Use PLAs?
2. Better Lead Quality and Conversion Rates
Product Ads give users information (merchant, price and
picture) before they click through, so searchers are better
informed and more likely to complete a sale when they arrive
on your site
18. Why Use PLAs?
3. Better Return on Investment
Product Listing Ads are currently lower than text ad rates.
19. Why Use PLAs?
4. Easy Targeting
Google automatically selects the most relevant products to
show from your Merchant Center account when a searcher
enters a related query
20. Why Use PLAs?
5. Increased Exposure
Because both Product Ads formats can show at the same
time, your exposure on given query can increase 2x or
more
25. Products Come from the Google
Merchant Center
Attributes in the feed
Products
26. Create Your Product Ads Campaign
in AdWords
Step 1: Create a new Campaign by selecting “Search Network Only” and
then select “Product Listing Ads” as the Campaign type
27. Specify Your Campaign Bidding
Strategy & Budget
Step 2: Specify your bidding strategy and set a budget
28. Link Your Merchant Center Account
with AdWords
Step 3: Associate your Merchant Center account w/ the campaign
Note: This option will only appear
after you connect your Merchant
Center Account to AdWords
33. Optimize Your Data Quality
The better your data quality, the better you can match your
products to shoppers’ search queries
Better data quality
Adhere
Submit high Submit all Mind your
Update your to Google's
quality required descriptions
feed daily editorial
images attributes and titles guidelines
34. Optimize Your Data Quality
Better data quality
Adhere
Update Submit
Submit Submit all Mind your
to Google's
your high quality
high-quality required descriptions
and titles
editorial
feed daily images attributes
guidelines
Minimum: 250 x 250 pixels
Recommended: 400 x 400 pixels
Recommend: square format
Recommended Formats: JPG, PNG
Accepted: Gifs, BMP & TIF
35. Optimize Your Data Quality
Better data quality
Adhere
Update Submit Submit all Mind your
to Google's
your high quality required descriptions
and titles
editorial
feed daily images attributes
guidelines
No promo text such as "Free shipping” in descriptions
Do not use BLOCK CAPITALS
Do not include a description of your store
Recommended: unique content
36. Optimize Your Data Quality
Better data quality
Adhere
Update Submit Submit all Mind your
to Google's
your high quality required descriptions
and titles
editorial
feed daily images attributes
guidelines
63 character limit for titles and 140 limit for descriptions
Include important information upfront
Mirror product information on the website
Don’t use up characters with your brand name
37. Create an Ideal Campaign
Structure
Create a separate
separate Plan your ideal Set up an “All Products”
campaigns for PLAs
campaign for PLAs campaign structure products target
This allows different settings, budgets and
1 performance tracking for your PLAs
38. Create an Ideal Campaign
Structure
Create a separate Plan your ideal Set up an “All Products”
campaign(s) for PLAs campaign structure products target
1 Are there groups of products on which you'd like to bid different?
Do you have different promos for different products?
2 An Ad Group per product target allows for a unique promotion per
product target
39. Create an Ideal Campaign
Structure
Create a separate Plan your ideal Set up an “All Products”
campaign(s) for PLAs campaign structure products target
Set this bid lower than the other targets to create a catch-all for
1 your entire inventory
40. Create Product Targets for Groups
of Products
Map your product targets to items with exactly matching
attributes
Product targets Product data feed
Product Adwords
product_type = mountain bikes Title Brand
type labels
brand = mcquinn mountain
Spokes Fast Pacer low margin
bikes
condition = refurbished Augustyn high
Mcquinn cruisers
Rider margin
adwords_grouping = summer
mountain
Vodoun Zanzi XL low margin
adwords_labels = high margin bikes
high
all products Velo Prime Zion hybrids
margin
41. Create Product Targets for Groups
of Products
Map your product targets to items with exactly matching
attributes
Product targets Product data feed
Product Adwords
product_type = mountain bikes Title Brand
type labels
brand = mcquinn mountain
Spokes Fast Pacer low margin
bikes
condition = refurbished
Augustyn high
Mcquinn cruisers
adwords_grouping = summer Rider margin
mountain
adwords_labels = high margin Vodoun Zanzi XL low margin
bikes
all products high
Velo Prime Zion hybrids
margin
42. Create Product Targets for Groups
of Products
Add an “All Products” product target to ensure that all your products are covered.
Bid with the lowest price you're willing to pay for a click on any product. If a product
matches more than one product target, it will run in the one with the highest bid.
Product targets Product data feed
Product Adwords
product_type = mountain bikes Title Brand
type labels
brand = mcquinn mountain
Spokes Fast Pacer low margin
bikes
condition = refurbished
Augustyn high
Mcquinn cruisers
adwords_grouping = summer Rider margin
mountain
adwords_labels = high margin Vodoun Zanzi XL low margin
bikes
all products high
Velo Prime Zion hybrids
margin
43. Assign a Bid to Each Product
Target
Sample ad groups Product targets Max CPC bids
mountain bikes product_type = mountain bikes $1.00
Mcquinn brand brand = mcquinn $2.00
all products all products $0.50
44. Reduce Irrelevant Traffic
Perform a search query report to identify queries triggering your
1 product targets at the campaign level
Set negative keywords to avoid your products showing for non
2 performing queries, at the campaign or ad group level
Michael to leadIt used to be that you saw a TV ad, ran out of toothpaste or otherwise had a need or want to purchase. Then you’d go to the store where you’d learn a lot about the product in the store, and that’s why the first moment of truth became this point of inflection, an important moment to win.
Michael to leadThe Internet has changed how we decide what to buy. Today we're all digital explorers, seeking out online ratings, social media-based peer reviews, videos, and in-depth product details as we move down the path to purchase. Marketing has evolved and modern marketing strategies have to evolve with the changing shape of shopping.At Google, they call this online decision-making moment the Zero Moment of Truth -- or simply ZMOT.
Michael to leadThe web has become an essential part of daily life for billions of people around the world with over 2B web users and another billion people coming online by the end of 2015 (more than 40% of the world’s population)People of all ages, incomes, countries, etc. are online (In the US,4 out of 5 adults use the web everyday)People use the web to do practically anything - learn, connect, discover, work, shop, create, entertain, communicate, entertain, invent. In the US:90% of Internet users search70% shop and watch videos (>4B views on YouTube per day)60% bankingThese are moments that matter to people - when they use the Internet to make their lives better, every day.
Michael to leadAll of this online activity is transforming how people learn things and make decisions. They are better informed than ever before in history.Consumers are learning more, from more sources, throughout the entire purchase process:the average consumer today uses about 10 different sources of information before making purchase decisions AND 4 out of 5 people go online for their research (84%)ImpactZMOT - a major shift in consumer behaviorProcter and Gamble first coined the term the “first moment of truth” - about when a customer first sees a product on a store shelfnow, customers are getting to know products and brands online, long before they see them in the the real worldthey are researching not just information about price and where to buy, but also learning about product knowledge, word of mouth, and brandthere is a new purchase funnel, and it’s not a funnel, it’s a continuous cycle. Be there: engage with people at the Zero Moment of Truth. If you wait, it’s too late.web is not just a channel to distribute your products or to engage customers looking for your brand. You need to shape and own the conversation from the “zero moment”. if you wait until someone is performing a price check while in the store, it’s too late. That person probably already knows more about the product than most of your sales associates. Listen: search is essentially like having access to a focus group of the world every dayyou can engage your customers as they are shaping their views on the category and alternatives.you can learn how they are seeking information and what they care about. Find emerging trends earlierAction Own category conversation as well as those already looking for your brand. Set up Google insights data as part of your management dashboard so you are following what consumers are thinking as you set your strategies, plans, products.
Michael to lead
Matthew to leadProduct Listing Ads are search ads that include richer product information – including product image, price, and merchant name – without requiring additional keywords or ad text. Whenever a user enters a search query relevant to an item in your Google Merchant Center account, Google may automatically show the most relevant products alongwith the associated image, price, and product name. PLAs can show either to the right of the PPC text ads or on top/below the PPC text ads.
Matthew to lead+600% increase in traffic to advertisers YoY
Matthew to lead2X the CTR of text adsin the same location for these shopping queries
Matthew to lead
Matthew to lead
Matthew to lead
Matthew to lead
Matthew to lead
Matthew to leadSkeptical client, we implemented Google Shopping and saw a 153% increase in revenue and a 1,000% return on ad spend in 3 months
Matthew to leadOverall PPC program (including Google Shopping)June through November
Logan to lead
Logan to lead Before we can setup PLAs we need access to the product feed and be able to upload to Google Merchant Center. This product feed can be exported into Excel format and contains all of the relevant product attributes, including titles, descriptions, prices and more. The feed also contains auto targets, which AdWords uses to showcase your PLAs. Auto targets are similar to keywords in that they help Google determine which products to show for various queries. In the coming slides, we’ll discuss why it is imperative to have access to the feed and be able to make edits.
Logan to lead- Wefirst want to create a separate campaign strictly for PLAs. Just like splitting up Search and Display Network campaigns, PLAs need their own campaigns. When creating this new campaign we select the option for Product Listing Ads.
Logan to lead- We’ll then choose the option to manually bid for clicks. It’s important to note that PLA campaigns don’t contain keywords. In other words, we aren’t bidding on keywords, but rather the auto targets we discussed previously. In essence, you set a bid for specific categories of your feed.
Logan to lead- You then need to associate your Merchant Center account with your AdWords account via the product extension. You are linking your AdWords account to Merchant Center in order to run these ads.
Logan to lead- You then need to choose a product target. AdWords let’s you target groups of products based on various attributes within your product feed.
Logan to lead- Finally, every auto target can have promotional text. For example, if all necklaces on your site are 20% off, you can add this message to your PLA. The message will not show initially, but if the user hovers over your ad, the promotion will show.
Logan to lead- Finally, every auto target can have promotional text. For example, if all necklaces on your site are 20% off, you can add this message to your PLA. The message will not show initially, but if the user hovers over your ad, the promotion will show.
Logan to leadNow, we’ll go over some best practices when creating and managing your product feed.
Logan to lead- I tend to compare product feed tactics to SEO tactics. Just like SEO, the better optimized your site, or feed is, the more relevant the traffic.
Logan to leadMake sure the image the user sees is high quality and entices him/her to click.- [ask Michael to go into detail about image formats]
Logan to lead
Logan to lead Special characters such as ampersands and quotation marks do not always display properly 63 character limit for titles; 140 for descriptions
Logan to lead- You should always create a separate campaign for your PLAa, but depending how granular you’d like to get, you can create several themed PLA campaigns. Each campaign allows you to set appropriate bids and set appropriate budgets.
Logan to lead- For example, each product type should receive a different ad group with the appropriate bid. You can also utilize AdWords specific attributes in your feed and then target directly within AdWords. For example, by tagging high margin products in your feed with the label “High Margin” you can target just these products.
Logan to lead- Finally, you’ll want to create an “All Products” campaign or ad group as a catch all. You’ll bid significantly lower here so your classified auto targets have the “first crack” at being seen.
Logan to lead
Logan to lead
Logan to lead
Logan to lead
Logan to lead- Here’s the fun part of PLAs, the search query reports! You can see exactly which queries triggered your PLAs and exclude as negative keywords just like in a regular text ad campaign. Just like text ad campaigns, you’ll want to exclude queries that are costing a lot and not converting. Interestingly enough, generic terms such as “necklaces” or “shoes” sometimes perform OK. In a text ad campaign these queries would probably be deemed too generic, however, in a PLA campaign, they are more specific as the image, price and description also have the potential to show. Additionally, with our shopping service we elevate your top products so generic queries trigger these higher performing items.