It’s no secret that most of China’s shopping takes place online via marketplaces such as Tmall Global, JD.com and more. Spanning from anywhere between 24 hours to several weeks, shopping festivals such as Singles’ Day–or Double 11 Festival–have become a prominent part of any brands’ China ecommerce trading calendar.
Singles’ Day festival is the biggest 24-hour online shopping festival in the world and originated in China. Taking place on 11th November each year, the shopping event has broken sales figure records each year since its birth and is often likened to Black Friday in the US, despite their differences.
November 11th (Double 11) was nominated by students in 1993 as a day to celebrate singledom or “anti-Valentine’s Day” in China. 11.11 was selected thanks to the symbolic nature of the number one where shoppers were encouraged to celebrate and be proud of their single relationship status while treating themselves to a special purchase.
Alibaba spotted an opportunity to leverage this event turning Singles’ Day into a national shopping holiday. They first held the mass-scale shopping festival in 2009 in collaboration with a handful of brands and it was an immediate success with Chinese shoppers. Total GMV on the Singles’ Day 2009 reached around US$7.8 million, surpassing the average daily GMV that year by almost seven-fold.
Singles’ Day or Double 11 Festival has grown to become an unmatched opportunity for international brands to engage with loyal customers, develop new and dedicated product launches, and gain thorough consumer insights.
Blurring the lines between shopping and entertainment, shopping platforms and social media platforms alike adopt increased elements of social commerce and promotions into their offerings. Alibaba has been known to build up excitement for the shopping event with new site or app features which remain guarded until the grand reveal on Double 11 itself. Livestreaming and gamification with the use of influencers or KOLs (Key Opinion Leaders) have become increasingly popular methods of driving brand awareness and boosting demand generation on marketplaces.
Pattern’s Greater China team announced record-breaking results for its Tmall Trade Partner business over the 2020 Double 11 Shopping Festival, demonstrating the resilience of the Chinese economy through the pandemic and the continued demand for international brands by Chinese consumers.
Tmall stores managed by Pattern grew their sales by an average of 91% year-on-year across the 11 days of 11.11 trading in 2020. In addition, every one of the brands we represent on Tmall achieved sales in the first 11 days of November 2020 that were greater than their Tmall sales for the whole of November 2019. In addition, several of the American brands that we represent in China achieved 11.11 sales that were up more than 200% year-on-year.
They say that timing is everything, and this is certainly true when considering your annual promotional calendar on Tmall in China. For the majority of brands selling on Tmall, the biggest trading peak will occur around the Singles’ Day and brands can expect to make 30% of the total yearly revenue in the month leading up to November 11th.
The graph below shows an example of Tmall trading cadence across the year for international brands and demonstrates how each peak gets larger throughout the year, in the run-up to Double 11. These other important promotional trading periods, shown on our trading calendar should be used to test promotions and establish credibility with customers and Tmall.
Many international brands fail to realize that it is invitation-only to participate with an official Tmall promotion; one that the marketplace will drive traffic to. Your performance in the main promotional periods earlier in the year will determine whether you are invited to participate in Tmall’s official Double 11 activity.
Not only this, Chinese consumers expect to see the biggest discounts and special offers for Double 11, so ensure you keep your best offers for the holiday. The biggest deals are focused on the day itself, but pre-ordering and showcasing of deals start up to a month before and many brands carry on promotions until November 12th or 13th.
The results from Double 11 Festival in 2020 proves that China continues to be a lucrative land of opportunity for brands who have invested to develop a strong brand awareness and localized proposition across global marketplaces. Promotional planning for Singles’ Day now begins increasingly far in advance for international brands and should be an important part of your trading strategy.
Our General Manager for Asia, Arthur Cheung, explains: “Our data-driven approach to trading on Tmall, working in close partnership with the brands we represent, ensures that we optimize our 11.11 trading and marketing campaigns. This has resulted in another strong year of growth that we aim to capitalize further on in 2021.”
Pattern is a Tmall 5* Trade Partner, and provides full-service support on everything from market entry strategy, and Tmall Flagship Store set-up and the ongoing operation, to the marketing and trading of your Tmall store.
We also act as a Trade Partner for JD.com, WeChat, Pinduoduo and Koala. For brands looking for a wider presence across Asia Pacific, we can support your launch on Lazada, Coupang, Shopee and Amazon.jp. Looking to expand further? We can help your brand across online marketplaces worldwide.
For more information on our approach to trading on Tmall Global, download our free Tmall Trading Guide or to learn how we can help your brand in the Asian market or for Singles’ Day, get in touch today.
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Peak season is almost upon us and with all signs pointing to it starting earlier than ever, with Christmas gifting searches now ramping up in August and September, it’s time to start preparing for peak. In this article, we’re sharing our top five tips for planning and preparing for peak season with Google Ads and the strategies required to get your Paid Search ready so you can drive success over this crucial period.
In 2021, gifting search terms started increasing in popularity in August. The general trend is that people are looking, researching and weighing their options early, so it’s best to start your Paid activity early to ensure that you’re capturing that early research traffic. This will help drive revenue alongside aiding those consumers who are in their research phase.
From 2020 to 2021, spend during Cyber Week actually only rose 2% but in the weeks leading up to it, it increased by 16%. However, Cyber Week is still the biggest period during the latter half of the year, accounting for 23% of all online spend by consumers over peak. Being prepared and starting early will help you to maximise your time during this period.
According to Google, 48% of global consumers have stopped buying or using a service due to privacy concerns. Privacy is front of mind when consumers are shopping online and we know that Google is phasing out 3rd party cookies in 2023. This is going to make it much harder to track users online and it’s something that brands need to think about this now – waiting isn’t an option.
From a Google Ads point of view, you want to ensure you have set up the Google Ads tag across your site and have enabled ‘Enhanced Conversions’, which ensures all conversions are tracked and allows you to monitor other actions such as ‘Add to Cart.’ This is relatively easy to set up, especially if you use ‘Google Tag Manager’.
It’s also vitally important that you build up your first-party data during this time as this is data you own and it can be used when targeting consumers that have provided your brand with their email address. Pattern’s own experience shows that by segmenting and using first-party data, you can see a 10% improvement in revenue and ROI.
A full-funnel approach is now more important than ever as consumers become more discerning and have more choices than ever of where to shop.
Pattern has seen success with Google Ads’ ‘Discovery Campaigns’ (image-based ads that appear on Google platforms such as Gmail and the Google app), which have driven success both from a traffic and revenue perspective.
The performance of these campaigns is significantly enhanced by adopting a segmented and nuanced approach to first-party data and incorporating these into your campaigns. Other options for a full-funnel approach include YouTube and testing bidding on keywords that are more representative of the research phase. (e.g. ‘best baby clothes’ for a baby clothes brand)
Earlier this year, Google announced that they were moving away from Smart Shopping and launched Performance Max. This is a new campaign type that incorporates features and placements from Smart Shopping but expands them onto other platforms such as Gmail but also alternative creative options, such as images and videos.
Since Google has already started automatically upgrading Smart Shopping campaigns to Performance Max, expect to see some fluctuations in the first 2 weeks following the switch over but results generally seem positive. We recommend upgrading sooner rather than later to limit any potential impact to peak period.
Peak period will be even more competitive than in 2021 and you’ll need your budgets to support this period, we recommend boosting budgets in October to start capturing that early peak traffic. As we enter November and the Cyber Period, start early and make sure you are capturing those consumers looking for early bargains, ensuring you are being nimble in your optimisations and reacting to the data that you are seeing.
Overall, peak period is vital to help drive your sales and by preparing early, you will see strong results and drive success for your brand. If you want to discuss how your brand can navigate this next peak period, contact us to discuss your options with our performance team now.
Entering the ecommerce landscape is a huge undertaking for any brand—it usually requires a large investment in resources and expertise to really be successful. Any brand can quickly get in over their heads trying to navigate the nuances of SEO, fulfillment and logistics, distribution control, listing optimization, and meeting the numerous other requirements and administrative tasks to show up well on marketplaces.
Unfortunately, because it’s so easy for third party, gray market, and unauthorized sellers to obtain and sell products online, many brands find themselves pressured to execute an ecommerce plan without the right resources to succeed on marketplaces and their other channels.
So, for brands looking to enter the ecommerce space or improve their current and future performance, it makes sense to partner with an ecommerce consultant.
Pattern’s global presence and proven success with hundreds of brands has allowed us to develop highly effective ecommerce consulting services. We can guide your brand to navigate issues both large and small in marketplaces worldwide. To maximize your ecommerce efforts, you’ll need to understand what an ecommerce consultant does and how to select one who drives the right value for your brand and products.
An ecommerce consultant is a specialist in the ecommerce space who can give you personalized guidance on how to market your products and grow their presence on digital marketplaces.
An ecommerce consultant should be able to analyze your brand, audience, category, opportunity, and current roadblocks and help you understand how to utilize your resources (or what resources are missing) to be most effective in capturing your opportunities in the ecommerce space.
Not sure how to evaluate a consultant? Here are 4 key attributes to look for as you make your choice.
At Pattern, we prioritize brand obsession for a reason—we know that a brand-centered mindset makes a crucial difference in the outcomes and results our partners achieve. So in our experience, when you begin your search for an ecommerce consultant, it’s important to look for a partner who is specialized in ecommerce, invested in the product, and passionate about helping brands build and improve their strategies. Typically, this means finding someone that consults exclusively for ecommerce marketplaces, rather than choosing a consultant who offers many different services.
It’s also important to avoid choosing a consulting partner who can’t deliver the right experience for your brand. The best indication of whether your potential consultant can do that is to review their history, data, and results with other brands. Ask if they’ve helped others in your selling category, if they’ve solved specific issues your brand is facing, and why they feel you are a good fit. The key is to leave the conversation feeling confident that you understand your consultants’ capabilities and whether or not they match up with your needs.
It’s best to pick a consultant who knows how to guide a brand onto and through multiple marketplaces worldwide. You’ll want to take a look at your long-term strategy and think about the regions and platforms you’re currently on and where you might want to take your brand in the future. If your consultant is truly great at what they do, they’ll be able to help you perform well enough with your current product roadmap that it’ll be a no-brainer to expand your presence at the right time.
The most effective partnership with an ecommerce consultant will be able to give you both recommendations and point you to solutions for making those changes in your planning, processes, and execution. Your time and money is valuable, so you want to make sure that you’re spending it as efficiently as possible as you follow your consultant’s advice. So, before you commit to an ecommerce consultant, ask about the resources and concrete solutions they typically recommend to the brands they work with.
Finding an ecommerce consultant that checks the boxes can be a difficult task. At Pattern, our entire focus and drive centers around giving brands the tools and resources they need to succeed on domestic and international ecommerce marketplaces.
With over 100 global ecommerce consultants across 10 global offices, we have the right tools to partner with brands across the world to achieve better ecommerce success. We give specialized advice, then make sure our partners have all the adequate SEO, social media, CRM, Amazon multi-channel fulfillment services, and ecommerce outsourcing services they need.
Interested in ecommerce consulting services? Set up a call here to learn what Pattern can do for your brand on global marketplaces.