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Google Analytics for Miva Merchants
Morgan Jones
eComIQ
3/7/14
Agenda
1st Hour:
• Introduction to Google Analytics
• Key Google Analytics metrics and definitions
• Reporting overview – key reports for merchants
2nd Hour:
• Using Google Analytics to drive your business
• Reporting strategy
• Campaign tagging strategy
• Profitability reporting
• Google Tag Manager and Universal Analytics
2
eComIQ
3
• Full-Service Digital Agency
– SEO (Natural/Organic Search)
– SEM (Pay-Per-Click)
– Conversion optimization
– Web Design
– Social Media
• Analytics Consulting Company
– Focus is Google Analytics
– Customized Analytics Integration Consultant
– Consultant for Driving Action from Data
• Consultant For Over 250 Miva Merchant Companies
PPC
Miva Merchant PPC agency
• 10% of ad spend ($500/month minimum billing)
• Dedicated account manager with direct access (phone and email)
• Includes Analytics setup and support
• Includes monthly report with focus metrics reported vs. established
goals
• Includes additional consulting at no additional charge
– Conversion optimization
– Value proposition development
– Competitive analysis
4

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My Babies
5
• Largest Greek imports retailer on
the web
• Online since 2004
• Miva Merchant since 2004
• Launched in 2006
• Google Analytics certified partner
since 2008
• AdWords and Bing Certified Partner
• Launched in 2011
• The “Miva Central” to-be of Google
Analytics apps
• Launched in 2009
Why Do You
Need Analytics?
Website Analytics enables monitoring of visitor behavior
• How they reached the site
• Where they went when they landed on the site
• Whether or not they were successful in completing a goal on the site
(purchase, lead, etc.)
Website analytics identifies opportunities for improving conversion rates so
you make more $$$
6
Key Metrics
Visits = Total visit sessions* in the
timeframe selected
Unique Visitors = Number of unique
visitors in the timeframe selected
Pageviews = Number of pages viewed
Pages/Visit = Average pageviews per
visit
Avg. Visit Duration = Average time a
visitor spent on the site
Bounce Rate = % of visitors that only
visited one page
% New Visits = % of visitors that had
not visited the site ever before
7
*Session resets when:
• More than 30 minutes have elapsed between pageviews for a single visitor.
• At the end of a day.
• When any traffic source value for the user changes. Traffic source information includes:
utm_source, utm_medium, utm_term, utm_content, utm_id, utm_campaign, and gclid.
Key Metrics
Goal - Definition
A goal is a website page which a visitor reaches once they have made a
purchase or completed another desired action, such as a purchase, registration
or download. Can also be an amount of time on site, number of pageviews or
an event.
Also known as a “Conversion”
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Cash Flow Is King
42
Category Total Sales
Gross Profit
Margin Gross Profit
Google
Cost
Yahoo
Cost
MSN
Cost Total Net Profit
Profit Margin
After
Advertisement
Olives $133.7 48% 64.06$ $8.48 $1.26 $0.15 $9.89 54.17$ 40.5%
Olive Oil $251.9 48% 120.70$ $15.43 $3.25 $1.63 $20.31 100.39$ 39.9%
Pickled Products $124.2 48% 59.51$ $0.00 $0.00 $0.00 $0.00 59.51$ 47.9%
Specialty Snacks $47.6 48% 22.81$ $0.00 $0.00 $0.00 $0.00 22.81$ 47.9%
Candy & Specialty Sweets $413.1 48% 197.92$ $21.86 $0.82 $2.26 $24.94 172.98$ 41.9%
Pasta Products $152.9 48% 73.24$ $38.13 $0.00 $4.76 $42.89 30.35$ 19.9%
Wafers, Cookies, Pastry & Rusks $48.1 48% 23.02$ $0.00 $0.00 $0.00 $0.00 23.02$ 47.9%
Dressings & Vinegars-Fish Items $115.8 48% 55.46$ $0.00 $0.00 $0.00 $0.00 55.46$ 47.9%
Coffee And Tea $541.8 48% 259.61$ $84.64 $2.37 $3.92 $90.93 168.68$ 31.1%
Spices & Herbs $440.7 48% 211.17$ $44.40 $0.00 $0.91 $45.31 165.86$ 37.6%
Greek Seasoning And Marinates $90.4 48% 43.29$ $92.59 $0.00 $0.00 $92.59 (49.30)$ -54.6%
Party Food Items $343.2 48% 164.43$ $106.14 $26.98 $10.45 $143.57 20.86$ 6.1%
Fruit Preserves And Marmelades $35.8 48% 17.15$ $0.00 $0.00 $0.00 $0.00 17.15$ 47.9%
Where To Get Data? GA You Formula GA GA GA Formula Formula Formula
Cash Flow Is King
Steps to report profitability by category:
1) Identify how many categories you need to report, based on:
– Different product margins
– How granular you would like to report
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reporting strategy
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5) Take action!
43
Category Total Sales
Gross Profit
Margin Gross Profit
Google
Cost
Olives $133.7 48% 64.06$ $8.34
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Cash Flow Is King
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• Loss leader?
• Lifetime value
• Ramping up the business
• Attribution – may be “Assisting” but not “Closing”
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• Adjust paid search cpc’s lower
• Identify bad search queries or placements that should be negative keywords
or negative placements
• Pause poor performing Campaigns, Ad Groups or Keywords
• Adjust pricing higher
• Optimize landing pages or other pages in path-to-purchase
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Used to identify actions that take place “within a page”
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<script type="text/javascript">
try{ var lookups={
"-3" : "Please retry pressing the continue button at the bottom of the page.",
"10001": "Please check your credit card number entered. It does not appear to be entered correctly.",
"10527": "Please check your credit card number entered. It does not appear to be entered correctly.",
"10507": "Please check your credit card number entered. It does not appear to be entered correctly.",
"10544": "Please check your credit card details below and click the continue button at the bottom of the page.", "10762": "Please check
your credit card CVV code and try again.",
"15004": "Please check your credit card CVV code and try again.",
"15005": "The transaction was declined by your credit card company. Please contact your credit card company or try another credit card.",
"15006": "The transaction was declined by your credit card company. Please contact your credit card company or try another credit card.",
"15007": "The transaction was declined by your credit card company because your card is expired. Please contact your credit card company
or try another credit card.",
"Default": "Please contact us at 800-755-8067 to assist you with your order. We are available M-F from 9-5 EST. If after hours, please <a
href="http://www.greekinternetmarket.com/contactus.php">Contact Us</a>."
};
var hasError = false;
var message = jQuery("#paypalerror b").html();
if(message.length > 10){ hasError = true; }
if(hasError){ var event_m= message.replace(/<br>/i,'');
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if(lookups[code]!=undefined){ jQuery("#paypalerror b").html(message + lookups[code] + '<br>');
}else{ jQuery("#paypalerror b").html(message + lookups['Default'] + '<br>'); } }}catch(err){}
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category
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Google Analytics for Miva Merchants by Morgan Jones

  • 1. 1 Google Analytics for Miva Merchants Morgan Jones eComIQ 3/7/14
  • 2. Agenda 1st Hour: • Introduction to Google Analytics • Key Google Analytics metrics and definitions • Reporting overview – key reports for merchants 2nd Hour: • Using Google Analytics to drive your business • Reporting strategy • Campaign tagging strategy • Profitability reporting • Google Tag Manager and Universal Analytics 2
  • 3. eComIQ 3 • Full-Service Digital Agency – SEO (Natural/Organic Search) – SEM (Pay-Per-Click) – Conversion optimization – Web Design – Social Media • Analytics Consulting Company – Focus is Google Analytics – Customized Analytics Integration Consultant – Consultant for Driving Action from Data • Consultant For Over 250 Miva Merchant Companies
  • 4. PPC Miva Merchant PPC agency • 10% of ad spend ($500/month minimum billing) • Dedicated account manager with direct access (phone and email) • Includes Analytics setup and support • Includes monthly report with focus metrics reported vs. established goals • Includes additional consulting at no additional charge – Conversion optimization – Value proposition development – Competitive analysis 4
  • 5. My Babies 5 • Largest Greek imports retailer on the web • Online since 2004 • Miva Merchant since 2004 • Launched in 2006 • Google Analytics certified partner since 2008 • AdWords and Bing Certified Partner • Launched in 2011 • The “Miva Central” to-be of Google Analytics apps • Launched in 2009
  • 6. Why Do You Need Analytics? Website Analytics enables monitoring of visitor behavior • How they reached the site • Where they went when they landed on the site • Whether or not they were successful in completing a goal on the site (purchase, lead, etc.) Website analytics identifies opportunities for improving conversion rates so you make more $$$ 6
  • 7. Key Metrics Visits = Total visit sessions* in the timeframe selected Unique Visitors = Number of unique visitors in the timeframe selected Pageviews = Number of pages viewed Pages/Visit = Average pageviews per visit Avg. Visit Duration = Average time a visitor spent on the site Bounce Rate = % of visitors that only visited one page % New Visits = % of visitors that had not visited the site ever before 7 *Session resets when: • More than 30 minutes have elapsed between pageviews for a single visitor. • At the end of a day. • When any traffic source value for the user changes. Traffic source information includes: utm_source, utm_medium, utm_term, utm_content, utm_id, utm_campaign, and gclid.
  • 8. Key Metrics Goal - Definition A goal is a website page which a visitor reaches once they have made a purchase or completed another desired action, such as a purchase, registration or download. Can also be an amount of time on site, number of pageviews or an event. Also known as a “Conversion” 8
  • 9. Location Reporting Identify best performing countries, states, and cities. 9
  • 10. Location Reporting Sort by any column 10
  • 12. Traffic Sources Identify which sources of traffic are driving the most business 12
  • 14. Top Pages Identify which pages get the most pageviews and their engagement 14
  • 15. Page Load Times Identify slow loading pages that may cause abandonment 15
  • 16. Site Search Identify what visitors are searching for 16
  • 17. Ecommerce Ecommerce Conversion Rate = Transactions/Visits Average Value = Total Revenue/Transactions Unique Purchases = Useless metric! Quantity = Total items purchased 17
  • 18. Ecommerce – Product Performance Identify which products are generating the most revenue 18
  • 21. Dashboards • Configure and save for quick reference • Focus on most important metrics 21
  • 22. Shortcuts Great when needing advanced segments or filters applied 22
  • 24. Intelligence – Custom Alerts Great for identifying “broken glass” issues 24
  • 25. Intelligence – Custom Alerts Concierge – try it for free! www.PowerMyAnalytics.com Will monitor and alert: - Visits - Bounce Rate - Revenue - Internal referrals - Other metrics 25
  • 28. Advanced Segments Built-in Segments = already provided by GA Custom Segments = you make your own 28
  • 29. Custom Advanced Segments View reports for one particular segment, such as purchasers 29
  • 30. Sampling Slide the right to improve precision 30
  • 32. Custom Reports Create reports “just the way you want them” 32
  • 34. Email Reports Receive reports via email at a set frequency 34
  • 38. Goals & Funnels Great report for identifying opportunities with checkout issues: • Shipping options • Shipping pricing • Payment options • Upsell • Navigation 38
  • 41. Using Google Analytics To Grow Revenue 41
  • 42. Cash Flow Is King 42 Category Total Sales Gross Profit Margin Gross Profit Google Cost Yahoo Cost MSN Cost Total Net Profit Profit Margin After Advertisement Olives $133.7 48% 64.06$ $8.48 $1.26 $0.15 $9.89 54.17$ 40.5% Olive Oil $251.9 48% 120.70$ $15.43 $3.25 $1.63 $20.31 100.39$ 39.9% Pickled Products $124.2 48% 59.51$ $0.00 $0.00 $0.00 $0.00 59.51$ 47.9% Specialty Snacks $47.6 48% 22.81$ $0.00 $0.00 $0.00 $0.00 22.81$ 47.9% Candy & Specialty Sweets $413.1 48% 197.92$ $21.86 $0.82 $2.26 $24.94 172.98$ 41.9% Pasta Products $152.9 48% 73.24$ $38.13 $0.00 $4.76 $42.89 30.35$ 19.9% Wafers, Cookies, Pastry & Rusks $48.1 48% 23.02$ $0.00 $0.00 $0.00 $0.00 23.02$ 47.9% Dressings & Vinegars-Fish Items $115.8 48% 55.46$ $0.00 $0.00 $0.00 $0.00 55.46$ 47.9% Coffee And Tea $541.8 48% 259.61$ $84.64 $2.37 $3.92 $90.93 168.68$ 31.1% Spices & Herbs $440.7 48% 211.17$ $44.40 $0.00 $0.91 $45.31 165.86$ 37.6% Greek Seasoning And Marinates $90.4 48% 43.29$ $92.59 $0.00 $0.00 $92.59 (49.30)$ -54.6% Party Food Items $343.2 48% 164.43$ $106.14 $26.98 $10.45 $143.57 20.86$ 6.1% Fruit Preserves And Marmelades $35.8 48% 17.15$ $0.00 $0.00 $0.00 $0.00 17.15$ 47.9% Where To Get Data? GA You Formula GA GA GA Formula Formula Formula
  • 43. Cash Flow Is King Steps to report profitability by category: 1) Identify how many categories you need to report, based on: – Different product margins – How granular you would like to report 2) Create Paid Search strategy (Campaigns & Ad Groups) that aligns with reporting strategy 3) Identify Gross Profit Margins per category 4) Report 5) Take action! 43 Category Total Sales Gross Profit Margin Gross Profit Google Cost Olives $133.7 48% 64.06$ $8.34 Olive Oil $251.9 48% 120.70$ $15.35
  • 44. Cash Flow Is King What to consider if you are not profitable: • Loss leader? • Lifetime value • Ramping up the business • Attribution – may be “Assisting” but not “Closing” Actions to take to become profitable: • Adjust paid search cpc’s lower • Identify bad search queries or placements that should be negative keywords or negative placements • Pause poor performing Campaigns, Ad Groups or Keywords • Adjust pricing higher • Optimize landing pages or other pages in path-to-purchase 44
  • 45. ROI By Sales Channel • Compare Google, Bing, Facebook, Amazon, etc. side- by-side • Enables re-allocation of advertising budget to best performing channels to optimize profit 45
  • 46. Site Optimization High abandonment drove action! - Higher abandonment for Checkout By Amazon than our online credit card payment option 46
  • 47. Site Optimization A/B test site changes to grow revenue 47
  • 48. Site Optimization Created “BASK1” page w/out Checkout By Amazon link 48
  • 49. Site Optimization Original Page – “BASK” 49
  • 50. Site Optimization New Page without Checkout By Amazon link – “BASK1” 50
  • 54. Campaign Tracking - Bing PPC - Google Shopping, etc. - Email newsletters - Banners on other sites - Facebook PPC - Facebook links 54 Not needed for Google AdWords “Autotagged” accounts
  • 57. Event Tracking 57 Used to identify actions that take place “within a page” • Downloads • “Add to cart” • Used shipping calculator prior to checkout
  • 59. Event Tracking 59 Identify which errors are causing abandonment and improve messaging
  • 60. Event Tracking OPAY Page JS 60 <script type="text/javascript"> try{ var lookups={ "-3" : "Please retry pressing the continue button at the bottom of the page.", "10001": "Please check your credit card number entered. It does not appear to be entered correctly.", "10527": "Please check your credit card number entered. It does not appear to be entered correctly.", "10507": "Please check your credit card number entered. It does not appear to be entered correctly.", "10544": "Please check your credit card details below and click the continue button at the bottom of the page.", "10762": "Please check your credit card CVV code and try again.", "15004": "Please check your credit card CVV code and try again.", "15005": "The transaction was declined by your credit card company. Please contact your credit card company or try another credit card.", "15006": "The transaction was declined by your credit card company. Please contact your credit card company or try another credit card.", "15007": "The transaction was declined by your credit card company because your card is expired. Please contact your credit card company or try another credit card.", "Default": "Please contact us at 800-755-8067 to assist you with your order. We are available M-F from 9-5 EST. If after hours, please <a href="http://www.greekinternetmarket.com/contactus.php">Contact Us</a>." }; var hasError = false; var message = jQuery("#paypalerror b").html(); if(message.length > 10){ hasError = true; } if(hasError){ var event_m= message.replace(/<br>/i,''); _gaq.push(['_trackEvent', 'PayPalError', event_m]); var patt=new RegExp(/(([ws-]*))/); var code = message.match(patt)[1]; if(lookups[code]!=undefined){ jQuery("#paypalerror b").html(message + lookups[code] + '<br>'); }else{ jQuery("#paypalerror b").html(message + lookups['Default'] + '<br>'); } }}catch(err){} </script>
  • 61. Event Tracking 61 Provide better messaging to guide the shopper through errors in checkout
  • 62. Attribution 62 • Identify sources of traffic that “Assist” in sales, but do not get credit for the “last click” purchase • Improve ROI measurement for paid search, display and social media
  • 63. Phone Order Tracking 63 • Uses “Visitor ID” instead of dynamic phone numbers • Report revenue from phone orders in Google Analytics • Increase ROI from paid search and other campaigns • Free 30-day trial – contact morgan.jones@powermyanalytics.com http://www.powermyanalytics.com
  • 64. Summary • Ensure Google Analytics is implemented and reporting correctly – Advanced implementation (cost import, site search, AdWords linking, goal funnels, etc.) • Tag your campaigns for clarity in reporting • Establish reporting framework to report cash flow and by product or category • Perform search query analysis – identify both good and bad queries – Also ad placement analysis for contextual/display networks • Focus on largest sources of revenue to grow the business • A/B test to improve conversions • Monitor attribution and include in ROI calculations • Push as much revenue into Google Analytics as possible and down to the details (phone tracking) 64
  • 65. Universal Analytics and Google Tag Manager 65
  • 66. Universal Analytics • The future in advanced GA reporting and features – New Ecommerce reporting coming soon – Offline transaction reporting (phone orders, amazon.com, eBay, etc.) – Track users across multiple devices (Desktop, Tablet, Mobile) – Process returns 66
  • 67. Google Tag Manager • Consolidate all your tracking codes into Tag Manager and enhance Miva reporting capabilities – Faster turnaround time in updating/adding tags – Ability to outsource GA implementation (vendor can add tags without website access) – Version control and rollback capability – Faster page load times • Miva benefits: – Enhanced reporting! 67
  • 68. Conversion Rates By Product Added To Cart • Identify products that do not convert well after adding to cart – Optimize shipping rates to grow overall sales 68 Product SKU Qty Added To Cart Qty Sold Conversion Rate 1050-03003 203 0 0% 2691-15001 47 47 100% 1101-04001 24 1 4% 2069-02073 22 0 0% 1002-02003 16 2 13% 1450-06001 16 8 50% 0859-04003 14 1 7% 1977-01001 14 7 50% 0483-05011 13 0 0% 1442-06009 12 2 17% 0483-05001 11 1 9% 2442-03001 11 10 91% 1950-03022 10 0 0% Add To Cart Conversion Rate By SKU
  • 69. Identify How High Shipping Rates Impact Conversion Rates • Optimize product and shipping pricing to drive the most revenue and profit 69