The following article appeared in Chief Marketer on February 11, 2011.
In many market sectors, the traditional retailer is under siege. Take the apparel sector. Discounters such as Overstock.com, flash-sale sites like Gilt Groupe and Rue La La, fast-fashion players including Century 21, massive marketplaces such as Amazon, and fashion blogs like The Style Rookie have created a treacherous landscape for apparel retailers, which can no longer expect offline-branding or retail-footprint alone to adequately secure their online fortunes.
An apparel retailer, or any other type of merchant, that has its marketing and branding efforts siloed and is not evaluating its integrated business is at risk of losing its place in the online discussion.
Case in Point: “Men’s Fashion”
Before you dismiss this as alarmist, let’s look at a simple example: men’s fashion. This is a good benchmark, as most menswear customers look primarily to retailers to inform their fashion choices. But of all the listings on the first page of Google for “men’s fashion,” only two are retailers.
The threat here is not that content sites such as GQ or About.com are taking control of the men’s fashion discussion, but rather that a straight affiliate play like www.mens-fashion-tips.com could capture more natural-search attention than Armani or Ralph Lauren or even Lands’ End.
These results, of course, are an algorithmic byproduct. Search engines aren’t editorial, so they typically do not favor one site over another for content reasons. They focus on how well the site matches their interpretation of quality and relevance for a particular search query. So why did only two retailers show up on page 1 for this query? Because the apparel merchants let it happen. They have ceded their voice in the search discussion for “men’s fashion.”
As we dive deeper and narrower with search terms such as “men’s pants,” we see a much more retailer-focused environment, with Kohl’s, Macy’s, Banana Republic, and Gap among the diverse merchants appearing on the first page. And while the term “men’s pants” is still a very broad query, it does express significant intent to deeply engage with pertinent content. And, at this level of query, the retailer rules the day. Why?
For the top-level query, such as “men’s fashion,” the eventual desired destination of the searcher is unclear. It is hard to tell if that searcher wants to learn more about men’s fashion, see videos about men’s fashion, or shop for men’s fashion. Over times, however, search engines have learned that the average search for “men’s pants” yields a click through to a retailer.
which facilitates the remarketing. When a visitor comes to the website and leaves without taking the desired action (buying, inquiring, etc), the person will be subsequently shown display (or text) ads in an effort to lure the person back to the site. These ads will follow the person around the internet provided that the sites they visit are within Google’s network. The size of Google’s network is on par with that of the other big ad networks, so from an audience perspective, the reach is competitive.
