How does Google influence the retail customer journey?

shopGoogle has a huge impact on the retail purchasing journey, each on-line and off. 

I’ve beforehand written about the smartphone customer journey, however given will increase in Android market share, retail gross sales, the proportion of retail gross sales on-line, and cellular gross sales, I thought I ought to take one other look.

So, how does the customer work together with Google providers in the course of her journey to buy?

Be ready for a stat-fest, from search to cellular, YouTube to in-retailer.

Online gross sales panorama

Online gross sales are solely getting extra necessary. Here are some stats to show it.

Forrester estimates that greater than 50% of D.J. offline retail gross sales shall be influenced by the net by 2017. That’s $M.8tn in retailer gross sales influenced by on-line.

In Q1 2014, US ecommerce income was up eleven% over Q1 2013, and orders have been up thirteen% based on the US Dept. of Commerce.

At the finish of 2013, the share of on-line gross sales out of all retail gross sales in the US was S%, up from H% in 2012. In 2013, ecommerce in the US grew by sixteen.N% over the earlier yr, whereas complete retail solely grew by A.P%.

online and offline retail growth

(Taken from Custora’s Q1 report)

Mobile panorama

As on-line gross sales grow to be a higher proportion of complete retails gross sales, so too does cellular take a much bigger proportion of on-line gross sales.

Mobile commerce (consists of tablets) continues to develop in 2014, from thirteen.S% to 18.H% of complete on-line orders in the US.

mobile online orders

Path to buy on-line

Looking at on-line gross sales solely, Google Insights exhibits how the path to buy is influenced by numerous advertising channels on-line in the US.

You can see that natural search and paid search function very prominently as the final interplay earlier than buy, eclipsed solely by individuals going direct.

Google’s show community is much less instantly concerned, being helpful for consciousness slightly than driving motion.

(click on to enlarge)

path to purchase

Search and its influence on ecommerce

Obviously, that is Google’s core product and nonetheless influences on-line buying greater than just about anything.

Search started virtually forty four% of all US ecommerce transactions in Q1 2014 in accordance with the Custora report referenced earlier. 24% originated in natural search queries, and 20% in paid search advertisements.

Google has round seventy five% of paid search share and sixty seven% of complete search share in the US.

Mcommerce by gadget: iOS VS Android

Android is having fun with round half of gadget market share globally, relying on which figures you take a look at. It lags behind taking a look at gross sales made on these units versus iOS, however the disparity is getting smaller.

iOS units take near eighty% of US cellular orders however Android units are gaining share, with 21.H% of orders in the Q1 2014, up from 17.B% in 2013.

Local search

It’s essential and it occurs lots.

Google and Ipsos Media analysis exhibits that native searches are commonplace. Four in 5 smartphone customers have used search to seek out merchandise, providers or experiences close by.

Respondents (a pattern of A,500 smartphone customers) stated they looked for native info on their pc or pill in quite a lot of locations, together with at residence (seventy six%) and at work (24%).

On smartphones they searched at house (fifty three%), on the go (fifty one%) and in shops and malls (forty one%) amongst different locations.

And when shoppers are outdoors of the house, the majority of their smartphone searches are native (fifty six%), as are fifty one% of these finished in-retailer.

Local searches result in motion

Local search is an effective indicator of intent to buy, with 34% of shoppers who sought native info on their pc or pill making their strategy to a retailer inside a day. For smartphone searchers the determine is greater at 50%.

Once in-retailer, they proceed to look regionally. A larger proportion of native searches result in a purchase order inside a day versus non-native searches (18% vs. S%).

In-retailer cellular use and pre-purchasing use

Consumers wishing to analysis merchandise in retailer are more likely to decide on search (which Google dominates on cellular) than, for instance, a retail app.

search is top in-store tool for research

Of course, Google maps, click on-to-name from search and maybe more and more Google Wallet, all these influence retail gross sales.

Mobile performs an element in quite a lot of actions previous to buying, together with worth comparability, product availability and discovering promotion provides. It subsequently follows that a retailer’s cellular search technique ought to take these intentions under consideration.

preshopping activities on a smartphone

AdWords driving offline gross sales

Google has additionally commissioned a meta-analysis of paid search advert experiments with thirteen prime D.J. retailers, carried out by Applied Predictive Technologies.

This analysis factors to look advertisements driving incremental offline gross sales. The methodology exhibits that that is pretty excessive price range stuff, with retailers having a mean of M,one hundred fifteen shops and spending a mean incremental $287,031 on search advert price range.

Some of this uplift of offline gross sales could also be attributable to elevated model consciousness and having nto learn the entire research I can’t say what different variables weren’t managed for. However, the channel exhibits respectable gross sales return for retailers and continues to be a serious tactic for retailers eager to promote branded gadgets.

One collaborating retailer invested $466K in search advertisements over a six-week interval and noticed an in-retailer gross sales improve of $H.S million.

Google Shopping and its product itemizing advertisements is clearly a think about paid search, too.

sales return on paid search spend

YouTube’s influence on buy

The Top 500 Brands on YouTube have grown their common month-to-month views by 70% in 2013. It’s clearly represents a large chunk of media consumption for many individuals, particularly era Y.

And Youtube influences buy, based on a Google TNS research. Again that is very a lot about model consciousness, however it nonetheless performs an element in retail. The stats under present how YouTube trumps TV for respondents that admit to being influenced when shopping for magnificence merchandise, smartphones and automobiles.

YouTube, as a result of it’s utterly on-demand, could also be seen as extra of a studying and analysis device than TV.

youtube influences purchases more than tv


Google has bought the gadget in a retail setting for the first time (at a golf event). Is this the subsequent degree of Google’s influence on the retail customer journey?

Maybe, however maybe Amazon shall be the massive tech firm almost definitely to additional disrupt the retail area (it’s arguably executed in order a lot as Google, so far), with its Amazon Dash product.

Google Glass

Google retail shops?

Reports suggest Google will quickly open a retailer in New York, permitting it to push hardware extra, in the type of Apple.

If this results in extra Chromebooks and probably Glass on the market (admittedly, many extra shops can be wanted, however you’ll be able to see this improvement doing rather a lot for model consciousness of hardware), perhaps Google will develop into a reasonably highly effective retailer in its personal proper.