Shopper Marketing - January 2017 - 43


Besides underinvesting in e-commerce and
Amazon, CPG companies tend to be "too narrowly focused on Amazon as just a retailer,
says Esteban Gamboa, who worked at P&G
and Jack Link's before joining Seattle-based ecommerce analytics firm Stackline as director
of business development. "Amazon is so much
more. Retail is just one pillar."
Spurred by its "customer-obsessed drive to
get closer and closer to consumers," Amazon
has become the fastest-growing media platform in the U.S., Gamboa says.
The platform provides new touchpoints and
opportunities for brands to "get ingrained" in
Amazon media, says Gamboa, pointing out
that P&G once had an entertainment arm and
that soap manufacturers' radio and TV series
sponsorships gave soap operas their name.
Modernizing that concept for digital media
on Amazon could help CPGs shorten the path
to purchase, Gamboa says. "Whereas people
consume media on sites like Facebook when
they're in social mode, people consuming media on Amazon are in shopper mode."

SEO and Big Data
Amazon has also evolved into a default product search engine, often providing people's
first online experience with a brand. Since
brands have the power to improve their ranking and visibility by mastering Amazon's selfservice Seller Central product listing and merchandising dashboard, "Job No. 1 is providing
thorough, up-to-date product data [product
title, description, images, SEO keywords and
metatags, and optional content such as recipes
and video demos] and recognizing it's a worthwhile investment in the future even if it doesn't

affect the next quarter," Bishop says.
The immediate return on investment is the
analytics that Seller Central compiles, provided CPGs know how to glean shopper insights
from the data.
Effective use of Seller Central requires SEO
knowledge, including the specific search terms
consumers use. Too often, manufacturers get
caught up in their own nomenclature. For example, in the shave category, manufacturers
experienced disappointing sales of razor "cartridges" online before realizing that "not a lot
of consumers were typing that into the search
bar," Gamboa says. Sales took off when they
retitled them as "blades" and "replacement
heads," the terms favored by consumers.

Breaking Down Barriers
Amazon Echo, a voice-activated speaker connected to Amazon's Alexa Voice Service, brings
Amazon out of the computer and onto the
countertop. Consumers tell "Alexa" to send
them a product, and she recommends a particular brand and pack variation if none are
specified.
This home invasion can be a boon to CPGs,
but from a retailer point of view, these compact, columnar "home speakers" are a formidable threat because they "literally put Amazon in the kitchen, the bedroom and the living
room," says Danny Silverman, head of product strategy at Clavis Insight, a Boston-based
global ecommerce analytics firm.
Amazon's smaller, puck-like Echo Dot speakers come in multipacks so consumers will place
them in every room. "It's the biggest Trojan
horse you can imagine," Silverman says.
To compete in this emerging, AmazonJANUARY 2017 SHOPPER MARKETING

43



Table of Contents for the Digital Edition of Shopper Marketing - January 2017

Contents
Shopper Marketing - January 2017 - 1
Shopper Marketing - January 2017 - 2
Shopper Marketing - January 2017 - 3
Shopper Marketing - January 2017 - Contents
Shopper Marketing - January 2017 - 5
Shopper Marketing - January 2017 - 6
Shopper Marketing - January 2017 - 7
Shopper Marketing - January 2017 - 8
Shopper Marketing - January 2017 - 9
Shopper Marketing - January 2017 - 10
Shopper Marketing - January 2017 - 11
Shopper Marketing - January 2017 - 12
Shopper Marketing - January 2017 - 13
Shopper Marketing - January 2017 - 14
Shopper Marketing - January 2017 - 15
Shopper Marketing - January 2017 - 16
Shopper Marketing - January 2017 - 17
Shopper Marketing - January 2017 - 18
Shopper Marketing - January 2017 - 19
Shopper Marketing - January 2017 - 20
Shopper Marketing - January 2017 - 21
Shopper Marketing - January 2017 - 22
Shopper Marketing - January 2017 - 23
Shopper Marketing - January 2017 - 24
Shopper Marketing - January 2017 - 25
Shopper Marketing - January 2017 - 26
Shopper Marketing - January 2017 - 27
Shopper Marketing - January 2017 - 28
Shopper Marketing - January 2017 - 29
Shopper Marketing - January 2017 - 30
Shopper Marketing - January 2017 - 31
Shopper Marketing - January 2017 - 32
Shopper Marketing - January 2017 - 33
Shopper Marketing - January 2017 - 34
Shopper Marketing - January 2017 - 35
Shopper Marketing - January 2017 - 36
Shopper Marketing - January 2017 - 37
Shopper Marketing - January 2017 - 38
Shopper Marketing - January 2017 - 39
Shopper Marketing - January 2017 - 40
Shopper Marketing - January 2017 - 41
Shopper Marketing - January 2017 - 42
Shopper Marketing - January 2017 - 43
Shopper Marketing - January 2017 - 44
Shopper Marketing - January 2017 - 45
Shopper Marketing - January 2017 - 46
Shopper Marketing - January 2017 - 47
Shopper Marketing - January 2017 - 48
Shopper Marketing - January 2017 - 49
Shopper Marketing - January 2017 - 50
Shopper Marketing - January 2017 - 51
Shopper Marketing - January 2017 - 52
Shopper Marketing - January 2017 - 53
Shopper Marketing - January 2017 - 54
Shopper Marketing - January 2017 - 55
Shopper Marketing - January 2017 - 56
Shopper Marketing - January 2017 - 57
Shopper Marketing - January 2017 - 58
Shopper Marketing - January 2017 - 59
Shopper Marketing - January 2017 - 60
Shopper Marketing - January 2017 - 61
Shopper Marketing - January 2017 - 62
Shopper Marketing - January 2017 - 63
Shopper Marketing - January 2017 - 64
Shopper Marketing - January 2017 - 65
Shopper Marketing - January 2017 - 66
Shopper Marketing - January 2017 - 67
Shopper Marketing - January 2017 - 68
Shopper Marketing - January 2017 - 69
Shopper Marketing - January 2017 - 70
Shopper Marketing - January 2017 - 71
Shopper Marketing - January 2017 - 72
Shopper Marketing - January 2017 - 73
Shopper Marketing - January 2017 - 74
Shopper Marketing - January 2017 - 75
Shopper Marketing - January 2017 - 76
Shopper Marketing - January 2017 - 77
Shopper Marketing - January 2017 - 78
Shopper Marketing - January 2017 - 79
Shopper Marketing - January 2017 - 80
Shopper Marketing - January 2017 - 81
Shopper Marketing - January 2017 - 82
Shopper Marketing - January 2017 - 83
Shopper Marketing - January 2017 - 84
Shopper Marketing - January 2017 - 85
Shopper Marketing - January 2017 - 86
Shopper Marketing - January 2017 - 87
Shopper Marketing - January 2017 - 88
Shopper Marketing - January 2017 - 89
Shopper Marketing - January 2017 - 90
Shopper Marketing - January 2017 - 91
Shopper Marketing - January 2017 - 92
Shopper Marketing - January 2017 - 93
Shopper Marketing - January 2017 - 94
Shopper Marketing - January 2017 - 95
Shopper Marketing - January 2017 - 96
Shopper Marketing - January 2017 - 97
Shopper Marketing - January 2017 - 98
Shopper Marketing - January 2017 - 99
Shopper Marketing - January 2017 - 100
Shopper Marketing - January 2017 - 101
Shopper Marketing - January 2017 - 102
Shopper Marketing - January 2017 - 103
Shopper Marketing - January 2017 - 104
Shopper Marketing - January 2017 - 105
Shopper Marketing - January 2017 - 106
Shopper Marketing - January 2017 - 107
Shopper Marketing - January 2017 - 108
Shopper Marketing - January 2017 - 109
Shopper Marketing - January 2017 - 110
Shopper Marketing - January 2017 - 111
Shopper Marketing - January 2017 - 112
Shopper Marketing - January 2017 - 113
Shopper Marketing - January 2017 - 114
Shopper Marketing - January 2017 - 115
Shopper Marketing - January 2017 - 116
Shopper Marketing - January 2017 - 117
Shopper Marketing - January 2017 - 118
Shopper Marketing - January 2017 - 119
Shopper Marketing - January 2017 - 120
Shopper Marketing - January 2017 - 121
Shopper Marketing - January 2017 - 122
Shopper Marketing - January 2017 - 123
Shopper Marketing - January 2017 - 124
Shopper Marketing - January 2017 - 125
Shopper Marketing - January 2017 - 126
Shopper Marketing - January 2017 - 127
Shopper Marketing - January 2017 - 128
Shopper Marketing - January 2017 - 129
Shopper Marketing - January 2017 - 130
Shopper Marketing - January 2017 - 131
Shopper Marketing - January 2017 - 132
Shopper Marketing - January 2017 - 133
Shopper Marketing - January 2017 - 134
Shopper Marketing - January 2017 - 135
Shopper Marketing - January 2017 - 136
Shopper Marketing - January 2017 - 137
Shopper Marketing - January 2017 - 138
Shopper Marketing - January 2017 - 139
Shopper Marketing - January 2017 - 140
Shopper Marketing - January 2017 - 141
Shopper Marketing - January 2017 - 142
Shopper Marketing - January 2017 - 143
Shopper Marketing - January 2017 - 144
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_ecommerce2018
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201708
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201707
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201706
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201705
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201704
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201703
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201702
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201701
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201612
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201611
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201610
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201609
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201608
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201607
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201606
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201605
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201604
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201603
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201602
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201601
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201512
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201511
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201510
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201509
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201508
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201507
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201506
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201505
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201504
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201503
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201502
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201501
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201412
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201411
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201410
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201409
http://www.nxtbook.com/nxtbooks/ptp/sm_201408
http://www.nxtbook.com/nxtbooks/ptp/sm_201407
http://www.nxtbook.com/nxtbooks/ptp/sm_201406
http://www.nxtbook.com/nxtbooks/ptp/sm_201405
http://www.nxtbook.com/nxtbooks/ptp/sm_201404
http://www.nxtbook.com/nxtbooks/ptp/sm_201403
http://www.nxtbook.com/nxtbooks/ptp/sm_201402
http://www.nxtbook.com/nxtbooks/ptp/sm_201401
http://www.nxtbook.com/nxtbooks/ptp/sm_201312
http://www.nxtbook.com/nxtbooks/ptp/sm_201311
http://www.nxtbook.com/nxtbooks/ptp/sm_enhancedpreview
http://www.nxtbook.com/nxtbooks/ptp/sm_201310
http://www.nxtbook.com/nxtbooks/ptp/sm_201309
http://www.nxtbook.com/nxtbooks/ptp/sm_201308
http://www.nxtbook.com/nxtbooks/ptp/sm_201307
http://www.nxtbookMEDIA.com