Summary Golfsmith recently upgraded their Endeca functionality and introduced a “Sort by Rating” option on search & navigation results pages, giving their shoppers a new way to find and research products, in addition to sort options based on price, best sellers, and brand. Results We measured the performance of the “Sort by Rating” option compared to site search & navigation usage, overall, on a cross-session basis. Note: As other case studies have shown, cross-session may be the best basis for measuring the impact of reviews, since reviews are highly sought out by shoppers that are planning/researching a purchase online. Compared to searchers in general, searchers that used “Sort by Rating” demonstrated: 20% higher conversion 10% higher average order value Therefore, 34% higher sales per unique visitor For those browsers that use Endeca-powered Guided Navigation® options and not just the text search box, the results are even more impressive. “Sort by Rating” browsers vs. overall browsers demonstrated: 176% higher conversion 36% higher average order value Therefore, 319% higher sales per unique visitor Additional Note: Between the Searchers and Browsers control groups (not mutually exclusive), Searchers had a higher conversion rate (5.9% vs. 3.2%, or 84% higher). This is not surprising, given the very focused and self-directed nature (an articulated need) of searching vs. browsing. Average order values were approximately the same between the two groups, which also makes sense. Conclusion Top Rated Products category had a 49% higher conversion rate compared to the same products within their respective site categories. By adding a search and Guided Navigation path based on customer ratings & reviews of products, retailers shift the focus of many of their shoppers away from just price, popularity and promotional offers and towards the helpfulness, passion, and persuasiveness of word of mouth from the retailer’s advocates. The authenticity and transparency of real customer opinions on products drives higher conversion rates and average order values and, therefore, higher revenue per user of the site search and Guided Navigation function. Smart retailers know that when you find a new, high performing path on your site, you should drive more visitors down that path. This integration between Bazaarvoice and Endeca creates that path and additionally provides a solution for Follow

Overview Leveraging Ratings and Reviews content effectively can have an enormous impact on sales. A leading apparel retailer used “Customer Favorites” as a new merchandising category for top-rated products. Within select top level product categories, Customer Favorites were promoted on the category home page. The Customer Favorites section saw excellent results in session conversion, average order value, bounce rate, sales per unique visitor, and time on page. Advertising Customer Favorites categories through e-mail campaigns also drove awareness and performance of the new product sub-category. Results Customer Favorites Category Performance The Customer Favorites categories performed much higher on average than the top level categories in which they reside. Compared to the category average Average Order Value was 14.5% higher Session Conversion was 29.92% higher Sales per Unique Visitor was 32.88% higher Time on Page was 29.66% higher Bounce Rate was 60.29% lower Customer Favorite categories promoted by e-mail campaign performed even better Select Customer Favorites categories were promoted through e-mail campaigns. An additional increase in performance was seen for these categories vs.versus the other Customer Favorites categories not highlighted. Compared to the category average Average Order Value was 24.54% higher Session Conversion was 55.62% higher Sales per Unique Visitor was 21.15% higher Time on Page was 45.86% higher Bounce Rate was 83.06% lower Conclusion This leading apparel retailer leveraged authentic customer Ratings and Reviews as a merchandising tool to drive conversion, lower bounce rate, increase average order value, increase sales per unique visitor, and increase time on page. Based on this study, it is highly recommended to have a Customer Favorites or Top Rated section on the site. Furthermore, advertising this section through e-mail campaigns can help drive increased results. Follow