Thursday, June 28, 2012

Sources: Value must meet price in Caribbean


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18 June 2012
By Stephanie Wharton
Reporter
swharton@hotelnewsnow.com

Story Highlights
  • Incoming MasterCard accounts to the Caribbean decreased 2.1% from April 2012 to April 2011, according to data from MasterCard Worldwide.
  • In the Maldives, hoteliers are adapting to the shift in demand, which has been brought on by the struggling economy in Europe.
  • People will pay the premium to get exactly what they want, said MMGY Global’s Peter Yesawich.

Panelists at the Caribbean Tourism Summit & Outlook Summit said staying competitive in today’s market requires meeting customers’ expectations of value.

MONTEGO BAY, Jamaica—The widespread use of the Internet to research and book travel has made for a smarter consumer in recent years. And as technology continues to evolve, it will become even more important for hoteliers to understand travelers’ expectations and match them to reality.
This case is especially true in the Caribbean, according to panelists during the Caribbean Hotel and Tourism Association’s Caribbean Tourism Summit & Outlook Seminar.


The number of international travelers visiting the Caribbean and carrying a MasterCard decreased 2.1% from April 2012 to April 2011, which Andrew Mantis, senior VP and group head of information services for MasterCard Advisors, said is indicative of an overall decrease in travel to the islands. The good news for the region is that incoming spend increased by 7.5% within the same period.


“Declining accounts are coming in, but we do see growing accounts in the Indian Ocean,” Mantis said. “The message of globalization is coming in loud and clear as a real trend.”


The top three feeder markets to the Caribbean—the United States, United Kingdom and Canada—account for 81% of incoming spend, which could be a sign hoteliers should invest more time trying to attract guests from other markets, Mantis said.


Brazil currently accounts for just 1% of incoming spend to the Caribbean, but the year-over-year growth from the market is astounding, he said.
In the Maldives, hoteliers are adapting to the shift in demand, which has been brought on by the struggling economy in Europe, according to Ahmed Salih, permanent secretary of the Ministry of Tourism, Arts & Culture for the Government of Republic of Maldives.


The overwhelming majority of visitors to the Maldives in the past 40 years have come from the U.K, Italy and France. Those numbers are down, Salih said.


The demand is shifting over to the Chinese consumer, he said. “If you don’t (work with) Chinese marketers today, you will be left out,” he said.
Operators are still working to gain back their share of European consumers as they tend to stay for weeks at a time, thus spending more at properties, while Chinese travelers tend to stay an average of three nights, Salih said.


Meeting consumers’ value expectationsAlthough it is crucial to attract guests from emerging markets, hoteliers should not give up on marketing to the top incoming markets.


In a recent survey conducted by MMGY Global, 54% of all leisure travelers reported they are interested in taking a vacation to the Caribbean. That said, only one out of five U.S. leisure travelers will travel outside the country this year, said Peter Yesawich, vice chairman of MMGY Global.
Affluent U.S. leisure travelers—those who are members of households with incomes of more than $120,000—are the target, Yesawich said, and 59% of affluent leisure travelers surveyed said they are interested in vacationing in the Caribbean.


That puts hoteliers in a really good position as there is higher interest among affluent travelers, he said.



The thing to remember, according to Yesawich, is “the more affluent you are, the higher expectations you have in terms of the quality of the hotel.” Affluent travelers are people with higher standards, and they come with higher travel expectations.


The majority of demand will still remain in the 3-star hotel range, he said. “But the people that fall in that category will continue to want more because the price continues to rise,” he said.
Those expectations are going to come in two ways: the physical product and the service.


Many hoteliers have the desire to charge more, but a lot of properties have yet to put the necessary capital into renovating the physical product, Yesawich said. “That is a very difficult thing to solve because of the requirements of capital.”


Because many properties have not invested in updating their products, what some people have now in their homes is more luxurious than what they can find in a hotel.


The bar also has been raised in terms of service. “If you’re going to charge $500 a night for a room, you better have a $500 a night ambience,” Yesawich said.


“We now know that 62% of travelers will consult TripAdvisor before they do a lodging booking. We all know there’s no way of controlling what’s posted on there … but there’s no way to hide from that,” he continued.


Understand the consumerMonitoring trends at a local, hyper-local and global level will allow hoteliers to create better informed marketing campaigns, Mantis said.


Understanding where customers are coming from also is necessary to remain competitive. Hoteliers need to find out what guests enjoy doing when they are not on vacation and what they like to eat, among other things, he said. “Take that information and establish connections so they are leaving with the best experience possible,” he said.


Giving guests exactly what they want in this environment will be crucial, Yesawich said.


The concept of personalization is what people expect to find, especially younger travelers who have little tolerance of not getting what they want out of a travel experience, he said.
People will pay the premium to get exactly what they want, Yesawich said. “Price is the single best predictor of the expectation of quality,” he said.

Some quick thoughts on writing for the web

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When we learn how to write, all that matters is the end product. The path to the finish is inconsequential. Taking on the characteristics of a Grail quest, the process becomes no more than a series of steps on the way to something we can submit to an audience.
The end product is all that matters.
Oh, man. Could we ever be more wrong.

The Process

Here’s a not-so-secret little secret: the decisions we make – and don’t make – during the writing process are pretty important. They inform not just the current project, but every project from here on out.
On the web, there is no such thing as a final product. Our grail quest becomes unending, a modern day Crusades. We can never finally nail down our copy. Why?
Because the goal is no longer to provide a finished, never changing piece of copy. Our goal is now to provide usable, adaptable content. The end product is a myth.
Albatross, lifted.

An Example

For a recent web project, I literally rewrote an entire site. Our client allowed us to pull apart, restructure and rewrite everything. They knew what they wanted, but they didn’t know how to get there.
So I wrote copy. Page by page, linking pages back to other pages, implementing a consistent voice, picking up key terms to be repeated, condensing ideas into small bites – the whole web writing kit and kaboodle.
The client took the copy, filtered through it, and changed a quarter of it.
My mind split.
Old self: MY BABY! MY BEAUTIFUL PROJECT! YOU’VE TAKEN IT AND RUINED IT! WHY DID YOU HURT MY BABY!
New self: I’m glad I could help.
A year ago, I would have grumbled. I’d have pouted. They changed my words! My craft! My art! How dare they!
In this life, though, I understood the nature of the project. On the web, we don’t write for one instance. We write for an ever-changing audience – one we probably will never understand as well as our client does – and we need to provide the structure for them to change along with it.
It turns out that I wasn’t really writing for the web. I was setting the tone and providing examples so theclient could write for the web.

How We Help

Know that we don’t provide just copy. We provide a process and a guide. What we write now will, subconsciously, serve as a template for future site copy. And while we know not every client will be faithful to that template, we need to provide them with the right tools in the beginning.
So they can make their own changes.
We do this in a handful of ways.
We provide an example – When we’re asked to fill in content, we do it the right way. In doing this, we provide a clear example of how good – and important – content can be, enabling our client to see content in a new light.
We provide empowerment – Not to get all hippie on you, but it’s up to us to empower our clients toward their strengths. We provide the content, they provide the product expertise and context. Give them the tools, and let them run.
We provide encouragement – In our meeting, we let them know that we’re not tortured artists. We remind them that they know their business better than we do. We accept changes, and we provide empathy.
We provide examples – Still, though we know our clients are closer to an audience than we’ll ever be, we challenge them to accept certain standards and best practices. We don’t fight for art’s sake – we fight for common sense’s sake, and we do so with examples of why we’re so adamant about our position.
We provide an exit – No client wants to be tied to some web shop’s dependencies. So by accepting the positive changes – and explaining the consequences of ill-advised changes – we’re allowing a group to leave. Clean hands. No clinging ties. An atmosphere of collaboration without lockdown.

Remodeling Corporate Culture for the Digital Era


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Remodeling Corporate Culture for the Digital Era
The desire for constant connection among the Millennial workforce is exactly the characteristic most valuable for businesses that operate globally. Having a workforce that delights in instantaneous communication, that is always on and always reaching out to new social contacts, can furnish a tremendous competitive advantage to businesses today.
While the Millennial generation hoards the headlines that declare the latest trends in technology and their applications to the workplace, it's worth remembering that it was the Baby Boomers who put the "e" in email, e-learning and e-commerce. The foundations of the Digital Era that forever changed the way we work, shop, learn and play were built by innovators born from the mid-1940s through the 1950s.
The past half century has been a period of building great businesses founded on technology- driven processes that run by the clock and the calendar. In the new millennium, however, technology has been redefined -- as has the employee. It's no coincidence that employees entering the workforce today wear no wristwatch and carry no calendar in their wallet.
As the great entrepreneurs of the Boomer generation flock to retirement resorts, the great innovators of Gen Y move into their positions, a joyously different breed of human being in a corporate landscape where Millennials seem strange to management and managers seem hopelessly antiquated to their new employees.
Many organizations traditionally have tracked progress and success in terms of hours billed, rates charged, quantities delivered or facilities expanded. Millennials, on the other hand, can't grasp the concept of a "clock watcher." For the most part, they do not distinguish between work hours and personal hours -- it's all one life for Millennials.

Always On

That's because they carry the digital devices they use at home into their work. Their preference is to work whenever and wherever they are most productive, and technology has allowed them to succeed in that pursuit, with handheld devices that place an office full of capabilities in their pocket. The BYOD (Bring Your Own Device) phenomenon is creating security headaches for IT staff, but it's helping 21st century companies experience their own boom.
Millennials shun museum pieces like land lines, conference room calendars, time sheets and "The 6:00 News." Rather, they thrive on instant messaging, Skype and Kinect, social networks and texts. More than any previous generation, they are totally comfortable with talking to strangers and colleagues half a world away -- they probably already are friends on Facebook (Nasdaq: FB) or followers on Twitter.
Social networks, furthermore, provide a communications path for a generation who could care less about privacy issues and readily declare and share every aspect of their lives, from breakfast to business proposals.
"Communicating" is not a function or activity for Millennials -- it's an environment. It's just always present, always available, and always necessary. These workers may never have heard a dial tone. They grew up with a mobile phone on their belt and at their ear.
These are the students who drove English teachers nuts with insertions like "IMHO" and "LOL" throughout their compositions. They are the first generation in a century not to plead with parents to take them to the Department of Motor Vehicles on their 16th birthday -- and to buy them a car, as well. These young adults live the majority of their lives in the virtual world, and they don't need to drive to stores, to movie theaters or even to schools. It's all "e- vailable" to them on that device in their pocket.
The desire for constant connection among the Millennial workforce, however, is exactly the characteristic most valuable for businesses that operate globally. Having a workforce that delights in instantaneous communication, that is always on and always reaching out to new social contacts, can furnish a tremendous competitive advantage to businesses today. Smart businesses, therefore, are placing a priority on ways to attract these upcoming, technology-driven workers, as well as ways to modify the corporate culture to help ensure that they stay.

Different Motivations, Different Rewards

Overriding these efforts of business managers should be three considerations that may require dramatically new ways of defining work ethic and work processes:
  1. Finding ways for employees to engage with the company will become paramount. Research studies reveal that when employees are engaged, businesses experience better customer service, more product innovation and improved productivity. When businesses measure engagement and determine how best to improve that measure, managers are better able to ensure that every worker understands and is focused on his or her value to the overriding goals of the company. Engagement helps drive employees toward corporate objectives because they become a challenge to be met with technology.
  2. Managers and supervisors need to accept that the activities and rewards that motivate Millennials are different from the motivations of past generations. Above all, Millennials need effective communication methods and a corporate culture that values them for their expertise, rather than for compliance with traditional processes. Employers should encourage Millennials to bring their own devices to work -- and then collaborate with the IT department to accommodate them. Employees could be rewarded for posting to Facebook and Twitter and using those networks for collaboration among offices and globally. The corporate culture may need to be flipped to reward risk-taking instead of safety. Many offices in progressive companies today look more like a coffeehouse or a campus union than a cube farm; Gen Y employees prefer to work wherever they want in a manner that is both casual and collaborative.
  3. Accountability still matters, but the way we measure it needs to change. Handing out certificates for perfect on-time attendance needs to yield to rewarding perfect online projects. Productivity may need to be measured by the output of digital endeavors instead of the hours recorded on a timesheet.
Organizations can find help in reshaping their corporate culture and work processes from consulting firms that have studied operational efficiency in workplaces with generational differences. These firms have created programs to make the transition easier and more effective. Most important for the manager, however, is the need simply to realize that the world has changed. It's time to auction the bulletin boards and notepads on eBay (Nasdaq: EBAY) and prepare our businesses for a digital workforce and a different way of managing our business. 

A Simple Report to Analyze Your Website’s Content Effectiveness


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Posted on June 5, 2012 by Brody Dorland - 2 comments
This past weekend, I had the opportunity to speak at the 2012 Kansas City Wordcamp on the subject of “Measuring the Effectiveness of Your WordPress Website”. With only 30 minutes to present, I didn’t get a chance to dig into some of the custom Google Analytics reports that I use to measure content effectiveness and efficiency. One such report, created by Mr. Google Analytics himself, Avinash Kaushik, can provide amazing insights into the effectiveness of your individual website pages and blog posts. So I thought I’d dig into that a little more here and show you how to download it so that you can start leveraging it within your own analytics account.

Which Content Pieces are Moving the Needle?

Avinash Kaushik's Content Efficiency Report
Avinash’s Content Efficiency Report is a huge time saver, because it gives you one report with data that you would normally have to view within several, standard GA reports. Here’s a quick explanation of the metrics that it pulls and my thought process when reading it.
  • Page Title – Whether you’re evaluating the effectiveness of a static web page, blog post or download, this report lists each page and helps you understand how site visitors are interacting with it.
  • Entrances – It’s great to find out which pages are acting as your site’s front door (vs. your homepage). Comparing this metric to your bounces can help you determine how well these entrance pages are doing to get visitors engaged in your site.
  • Bounces – When a user enters your site, only views one page and then leaves, that’s a bounce. Most would think that pages or posts with high bounce rates are a bad sign, but it’s not that simple. Consider a blog post that you have promoted via Twitter. An interested visitor sees your tweet and rolls into read it. It’s the best post he’s read in a long time, so he leaves your site and proceeds to retweet your post within his Twitter client. This situation is still a bounce, but it doesn’t mean your content is bad. It does tell us, though, that we probably need to think about incorporating better calls-to-action and/or internal links that entice visitors to want to dig deeper into our site.
  • Unique Visitors, Pageviews & Avg. Time on Page – I included these three together because combined, they do a good job of helping us understand how each page was consumed by the reader. In the screenshot above, our Blog Post Promotional Checklist was viewed by 3,914 unique people, but it was viewed 4,665 times, so many of those folks must have viewed it more than once. And then the Avg. Time on Page shows us how long they spent with it. Great to see people spending more than 17 minutes with that single piece of content.

Do You Smell Bacon?

The final two metrics in this report, Per Visit Goal Value and Goal Completions are the two that really help you understand which pieces of content are bringing home the bacon. But if you don’t have an actual goal set up within your GA account, and a goal value in place, then these columns are going to be blank. If you haven’t done that,watch this and get it done. With your goals and goal value set up, you should see values in these two columns.
  • Per Visit Goal Value – This metric does some fancy math behind the scenes, but it’s basically an indicator of “visitor quality”. If you look at the screenshot above and compare the two pages, our checklist post pulled in a much lower quality of visitors based on the ratio of visitors to goal completions. When we do the math, that checklist post made us $39.14. Now compare that to the “7 Reasons” post. With only 228 visitors, it made us $100.32. Quality makes a HUGE difference.
  • Goal Completions – Fancy math aside, it’s good to see which how many actual conversions are happening as a result of each piece of content. When goals are being completed, you must be doing something right. But then you might ask yourself…what improvements might I be able to make to increase conversion? Well that’s another post. But Google just rolled out a new analytics tool called “Content Experiments” that can help.

Want This Report? Here’s How to Get It

  1. Log into Google Analytics.
  2. Come back here.
  3. Now click on this link Page Efficiency Analysis Report. It will open in Google Analytics.
  4. Click on the Create Report button and it will save it in your account.
You can then click your “Custom Reports” button near the top of your GA dashboard to view the effectiveness of your content. I hope this helps you bring home more bacon. Mmmmm…

About the author

Brody DorlandBrody Dorland is the Chief Marketing Officer and co-creator of DivvyHQ. As part of the Divvy team, he brings more than a decade of experience from the trenches of corporate marketing, advertising agencies, entrepreneurship and establishing himself as one of country's top digital marketing strategists. Brody's primary focus is helping companies and marketing agencies shift their mindset, structures and processes so that they will think, act and consistently deliver like publishers.

7 merchandising buzzwords for online retailers in 2012


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2 Comments | This entry was posted in MerchandisingResearchRetail CompaniesSocial Media
As customer expectations rise, the number of platforms and devices explodes. And as senior management looks for ways to achieve higher and more efficient performance, the online merchandiser’s job grows increasingly complex. While we’ll be spending time on many of these areas at the upcoming Shop.org Merchandising Workshop in San Diego in mid-July, last week’s Shop.org webinar “Rewind, Reset, Retool: Monitoring Trends and Prioritizing Merchandising When Customers are in Control” teed up many of those topics. Sponsored by BloomReach, this expert merchandising panel – including Lauren Freedman of the e-tailing group, John Lazarchic of PETCO, and Elizabeth Ragone of HSNi –honed in on 7 key areas for merchandisers to focus on this year.
1. Efficiency Rules: As Freedman noted about today’s consumers, “They’re in a hurry, convenience always comes up over price – and we know how important price is!” Freedman lauded PETCO’s decision to place “quick reorder” at the top of the home page to make things super efficient for the customer. Similarly, when searching for a “red camera” on HSN, Freedman pointed out that the site showcases a selection of options, with the ability to easily refine the search in the left hand navigation, along with a helpful selection of best-sellers laid out as well. In a similar vein, Lazarchic highlighted PETCO’s addition of the pop-up ”toaster” – a promotional banner that pops up from the bottom of the page showcasing a special or a promotion – that appears when the customer lands on select category pages. Since a lot of PETCO’s traffic comes from paid and natural search, they realized that many customers won’t see promotions highlighted on the page. Enter the toaster, which conveys those messages without pushing down content like a traditional display ad at the top of the page. PETCO has seen “a nice uptick in conversion” and, via A/B testing, has found that it to be particularly effective for higher ticket items.
2. Rich Information: Freedman noted that rich information is key to giving the consumer confidence to ultimately “pull the trigger” and complete the sale. Retailers have taken a variety of approaches to rich information: For example, Room & Board offers consumers a buying guide for a high consideration product that is truly “an investment for many people.” These buying guides also support in-store purchasing. By contrast, The Finish Line gives more of a product detail page focus with multiple detailed alternative views, plus color, size and detailed customer ratings information. When HSN Digital launched its dress shop, it also developed a short “quiz” to help customers find out what kind of a dress shopper the customer is. Ragone explained that this quiz surpassed all expectations, becoming a very popular feature with customers, who are also able to share their dress shopper type with friends and family – a nice customer engagement feature. PETCO has implemented business rules to trigger proactive chat to help customers particularly with either high consideration items (such as a wireless fence), a high value shopping cart, or who have simply paused for an extended period – and have seen increases in both conversion and average order value as a result.
3. Videos Bolster Merchandising: Freedman noted that 36% of consumers surveyed as part of the e-Tailing Group Video Behavior Survey said they had watched 5 or more product videos on websites in the past 3 months. Videos are popular across a broad swath of categories from Clinique’s “Beauty Made Easy” videos to loads of how to videos on The Home Depot’s site. HSN’s TV-based retailing origins made the case years ago that video is key – not only to convey immediacy, but also to show things like the drape of a dress. “Wow content creates authority,” Ragone underscored. PETCO’s Lazarchic added that product videos can improve SEO rankings. For the customer, being able to click from the video to a purchase page is powerful.
4. Visualization Tools: As tablets become more ubiquitous in consumer hands, Freedman emphasized that “the role of look books is very, very important, and we’re going to see more and more of these types of tools.” She specifically mentioned how J.Crew uses visuals to showcase its products and collections. Taking a somewhat different tack, HSN Digital has entered into a strategic partnership with House Beautiful magazine to boost its authority and credibility in the home space. For example, HSN Digital showcases its products in an “echo” of a House Beautiful feature to help customers get that “look”.
5. Social Integration: “While we may not be seeing the revenue that some of us had hoped for initially, certainly the [customer] engagement is in play,” Freedman noted. Freedman cited examples such asSephora’s BeautyTalk, which covers the latest buzz around all things beauty, as well as King Arthur Flour, whose passionate customers form a very active community. The realms of social personalization and integration will likely go hand-in-hand for many years to come in the online retailing world.
6. Cross Channel Consistency: Pottery Barn has done a nice job of keeping the experience consistent, Freedman illustrated, “not only from a visual branding perspective, but also a merchandising perspective as well.” As she further pointed out, however, The e-Tailing Group research shows that just 15% of retailers surveyed feel they “already have a seamless shopping experience in place”, another 22% expect to have that in place by the end of this year. But the rest are looking at 2013 or simply don’t know when – or if – this will be a reality for them. This begs the question: What tactical measures are there to get closer to cross-channel consistency? At PETCO, the online merchants meet weekly with store merchants to coordinate. Both merchant groups meet directly with vendors and attend many of the same meetings to stay in the loop and execute in-sync. Ragone noted that this is very similar to what happens at HSN Digital, but also emphasized that it shouldn’t be about “consistency for consistency’s sake”, instead retailers have to figure out what each channel does best and capitalize on those differences.
7. Know Your Customer: Freedman concluded that the bottom line is that retailers have to know their customers – and loyalty programs, such as Nordstrom’s “Fashion Rewards” and REI’s Co-Op programs, are one way to glean that insight. To this end, PETCO recently moved its PALS Rewards loyalty program online, and has found that the program is introducing many store customers to the website and prompting those customers to start shopping online. Ragone’s advice to retailers: “Go through your data [and] listen to your customers!” In our busy, omnichannel world, this adage is more imperative than ever.
Want more on this topic? Shop.org members can register here for the full playback or learn more aboutShop.org’s 2012 Merchandising Workshop held July 16-18 in San Diego.

Building the Case for Content Strategy (IDSD Slides)


Building the Case for Content Strategy (IDSD Slides)

Last week I spoke at Interactive Day, San Diego, about how to fast track your web content strategy. A few snaps of the IDSD conference are here on Facebook.  And here are the slides:
Five Steps to Fast Track Your Content Strategy
View more presentations from Shelly Bowen.
I did not cover how to practice content strategy, but instead something equally important:
  • how to convince your team you need content strategy,
  • how to figure out the benefits (and ROI) of content strategy to your company,
  • how to pull together convincing examples that support the need for content strategy, and
  • how to ensure its success.
For those of us who practice content strategy, we’re believers. Now it’s time to make our team, our clients, and our bosses believers too. If you have additional tips to help content strategists (and people practicing content strategy) build their case, please post below! Questions also welcome.
Articles and References from the Presentation
Special thanks to Jeannel King of Big Picture Solutions and Carol Valdez, Content Strategist for all their ideas and contributions to this presentation!

Finally: The Value of Content Strategy Defined


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Content Strategy ROI by Shelly Bowen, Pybop LLCContent strategy ROI is always big concern, as it should be. It seems hard to measure, because content has both immediate and long-term, tangible and intangible effects on a business. How do you know if it’s worth the investment?
Luckily, one of my favorite Confab 2012 presentations last week by Melissa Rach addressed just this issue. Her presentation on the economics of content strategy is here.
Essentially, she broke it down like this:

Value = Benefits – Costs

That’s the formula: value = benefits – costs. It’s simple, yet brilliant. First, consider the benefits — and the corresponding monetary value — of your content strategy. Then determine the value of each one and add them up. Like in this example:

Content Strategy Benefits

Monetary Value

Gain new customers.Value of 1 customer X number of additional customers you may get.
Reduce customer service calls.Value of your customer service rep’s time X amount of time gained by reducing calls.
Improve internal efficiency.Value of 1 writer and developer’s (for example) time x time gained by streamlining processes.
If you’re in a professional industry, one new client might mean an additional $10,000 – $100,000 or more over the course of a year. If you’re in consumer goods, a 10% increase in sales might also mean hundreds of thousands of dollars.
Other measurable monetary benefits to your organization might include:
  • Faster speed to purchase
  • More self-selecting traffic and customers
  • Increased repeat visits, clicks, and/or purchases
  • Increased word of mouth
  • Decreased new content costs via repurposing and structuring
  • Additional signups
  • Increased time spent on site

Multiply by Certainty

Not 100% positive of the effectiveness of your content strategy? That makes sense — many factors will influence success, including things out of your control, such as a competitor product launch, economy shift, staff reorganization, or seasonal changes. Melissa Rach suggests figuring out how sure you are that content strategy will benefit your company — 75% sure? 85%? Then multiply that by the value you came up with above to determine a range.
$100,000 potential value X 75% certainty = $75,000 value
Once you know how much the benefits of content strategy are worth to you, it’s much easier to make a smart decision about the costs.

The Costs of Not Practicing Content Strategy

The costs aren’t limited to paying for the creation and implementation of your content strategy. At Confab, several speakers, Including Anne Rockley, president of the Rockley Group, told true stories about the costs of choosing not to invest in strategy or implementation.
In one story, workflow oversight of the content strategy was cut back, and a message intended for staff was published publicly. The information cost them not only embarrassment, but also potential investment, and the company went under.

What’s the Value of Content Strategy to Your Business?

Consider the monetary benefits to your company, the costs of the strategy design and implementation, and the potential costs of not giving your content the attention it needs, and you should have a strong projected ROI.
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Dominating the Mobile Landscape with Great Content


mobile-devices

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Posted on June 25, 2012 by Ahava Leibtag, Guest Blogger - no comments
What field is changing faster than digital marketing? Not only do we have to manage our customers’ continuous changing attention patterns, we also have to plan for great content delivered across multiple channels.
If we only have 9 seconds to capture a potential customer’s attention, how can we create great mobile content that fits into a thoughtful overall content strategy? What do we need to know to do that effectively? Where do we even start?

Mobile content isn’t that different from other types of content

Truth be told, mobile content is the same as all other types of content—if done properly, you start with your users and their needs. Delivering a fabulous content experience to an audience that is continuously shifting their attention focal point is what makes managing mobile content complex.
To further complicate matters, as audiences embarks on multi-screen experiences, and multi-threaded conversations, content itself becomes slippery, as our users move and consume along the information superhighway.

What are multi-screen experiences?

How many of you now watch a TV show with your smartphone or tablet in hand in order to talk to “friends” about the happenings on the show? We split our attention between the action on the screen and the reactions of our Twitter or Facebook friends. We may not even know these people in real life, but the exchange of real-time information is enticing.  It is like being in a bar watching an important sporting event, without ever having to leave the comfort of your own home.

What are multi-threaded conversations?

Multi-threaded conversations are happening with multiple people at once, usually around different topics. Our attention is so divided we can braid our thoughts around multiple topics. The challenge for digital marketers is maintaining users’ focus on their content and goals.

4 D’s for Great Mobile Content

In order to deliver great mobile content, you need to think about the 4 D’s:
  1. Desire
  2. Devices
  3. Data
  4. Design

1. Desire

What does your user need at that moment? Directions? Reviews? The name of the last Academy Award winning documentary?
Great mobile content comes from thinking through your users’ needs in the moment.Remember, their world is slippery because their contexts are changing as they move through different experiences during the day. By understanding those needs, you can limit your focus on certain types of content, ensuring a richer, more satisfying mobile content experience.

2. Device

Device is critical. As we learn more about the habits of mobile users, we know there is a difference in use from tablets and smartphones.
If they are on a smartphone, they are probably commuting, waiting in line or passing time. However, on a tablet, their desire might be different: They actually might want to read a long format article and use the rich, immersive experience of the tablet to add depth to their understanding of the topic.

3. Data

The only way to truly know how your mobile content is performing is by deeply examining your data. The beauty of digital marketing is that you can track and know so much more about your customers than you ever could before. Which pages are they spending the most time on? Are they commenting on posts? Are they abandoning certain pages? Are they converting when using a mobile device?
Most organizations don’t do a great job of analyzing their data.  It just feels too overwhelming. Start somewhere—one question: Which devices are they using to access your content? Just by answering that one question, you will be able to know where to place your development efforts to capture the potential ROI.

4. Design

Of course, the fourth D is design, both big and little. Design is so critical to great content—more so than ever in the world of mobile. If design is truly the container that holds our content, than more than ever we need to work with talented designers who understand how to build beautiful interfaces. Google is recommending responsive design for mobile, but you may have valid business reasons to veer from that approach.

Where are you in your mobile content strategy? What questions did you start with? Which ones do you still need answered?

About the author

Ahava Leibtag, Guest BloggerAhava R. Leibtag is a digital strategist and content creator. She is the President of Aha Media Group, LLC, a digital content consultancy based in Washington, D.C., since 2005. She and her team are passionate about creating plain language, robust and fun content that will reach your customers in this crowded digital space.

Taxonomy, Metadata, and Search: Notes from Seth Earley’s Confab Workshop


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June 25th, 2012 | Posted in blog 2 Comments »
This entry is part 54 of 54 in the series Findability
The first day of Confab, I attended an all-day workshop on Taxonomy, Metadata, and Search by Seth Earley. The workshop had a lot of information, much of it streamed out like a firehose through 200+ slides. In this post, I attempt to make sense of some of these concepts.
Seth outlined a three-prong approach to information management:
  1. Develop a taxonomy.
  2. Apply the taxonomy to your content.
  3. Leverage the taxonomy to view your content in different ways.

Taxonomy

Taxonomy is one of those vague words whose meaning seems a bit slippery, but Seth was adamant that taxonomy is not navigation, though it affects navigation. By taxonomy, we’re referring to “a system for organizing concepts and categorizing content.” A taxonomy is your metadata, “arranged in a tree-like structure, with top level categories that branch out to reveal subcategories and terms in varying levels of depth. “ The taxonomy “expresses hierarchical relationships (parent/child).”
In other words, a taxonomy is how you organize and classify all of your information objects. It’s the hierarchical representation of one term with another, expressed in parent, child, grandchild, cousin, etc. relationships.

Metadata

Coming up with metadata to describe your subject is a key first step. The granularity of the metadata depends on your needs. For example, a gas company might have a lot of sub-categories for the word gas, whereas a non-gas company might not.
Some standard approaches to metadata are available in frameworks such as the Dublin Core. The Dublin Core will identify common metadata attributes, such as title, description, date created, and so forth. You can leverage standards like this to a certain extent, but no doubt you will need to move beyond standards as you develop a metadata model that fits your needs.

Information architecture and semantic architecture

In establishing metadata, keep in mind a difference between “information architecture” and “semantic architecture.” With information architecture, “a single concept can have different expressions.” With semantic architecture, “a single expression can have different concepts.” For example, Statement of Work and SOW are different expressions of the same concept. But the word “set” can have different concepts, such as to place, a group of things, a tennis match, and so on.
Language is slippery, and it accounts for a good reason why people struggle to find things. When people enter keywords in search fields, their searches are usually brief and general; they do not express the level of detail and accuracy that people really need. The slipperiness of language gets at the heart of why people can’t find what they’re looking for.
While metadata (information about information) is the list of keywords that describe your content, the taxonomy is the hierarchical organization of that metadata. You can critique a taxonomy by evaluating whether the parent-child relationships express a clear logic. Do the children fit logically under the parent? Are there redundancies, polyhierarchies (the same children under different parents)? Are terms parallel when they should be parallel, or subordinate, or orthogonal?
My favorite exercise was organizing a list of Home Depot products (such as carpet, hand tools, and plumbing) into different groups. We had about 50 different seemingly random Home Depot products. One person’s grouping certainly varied from another. There’s was no clear-cut method for grouping, and despite anyone’s best attempts, each arrangement was unique.
Although there’s no clear way to group a large body of items, you can leverage the metadata to find related items. You can establish equivalent terms in your hierarchy, and then configure your search results to display equivalent items at that same level. This puts more effort into the taxonomy. A well-structured taxonomy will lead to a better search, because you can better approximate what the user is looking for. Based on your taxonomy, you can configure associated results.
Metadata is really the foundation for doing anything. Without this metadata applied to your information, you can’t leverage it in different ways. Seth stressed that information workers should be specialists with metadata and taxonomy. If information is truly a corporate asset, leveraging it in different ways through metadata should be a key strategy. It leads to a major competitive advantage.

Pace layering

In developing a taxonomy, keep in mind a concept called “pace layering.” Pace layering is the idea that change takes place at different rates for different groups within a company. A business person may change at a much faster pace than other groups, such as IT. The “clock speed” of the infrastructure team may be slower than the clock speed of the social media team. And because these clock speeds move at different rates, one group gets frustrated at another for being so slow.
Applied to taxonomy, this means you may have to continually evolve. Your taxonomy needs to be flexible and adaptable to changing business environments. Some companies revisit their taxonomy several times and year, and then push out updates.

Information metabolism

Seth used the term “information metabolism” to refer to the rate at which information flows through an organization. It accompanies the idea of pace layering. If your organization has a high rate of information metabolism, the taxonomy you develop may quickly become stale and need to adapt in a more flexible, dynamic way.

Folksonomy

A folksonomy is a tagging system that can allow you to keep up with a dynamic, fast-paced environment where terms constantly change. A folksonomy is a metadata system that allows users to add their own tags to content, rather than pulling from a set of structured tags established in fixed taxonomy. One problem with folksonomies is that you end up with a variety of terms all expressing the same concept but spelled differently.
Seth highlighted SharePoint 2010 as a particularly good tool for capturing and managing metadata that is added in a folksonomy-based way. With SharePoint 2010, users can add terms of their own, but as they add them, they’re prompted to choose similar terms already in the database. This provides the best of both worlds – allowing users to expand the existing metadata with new tags while also encouraging users to select from tags already established.

Emergence

Despite the randomness in folksonomies, sometimes a trending organizing principle emerges. The concept of “emergence” is the idea of order from chaos. Without any kind of coordination among parties, the system suddenly develops into an order of its own, based on a collective trending of independently acting minds.

Centralizing metadata

You can organize all of your metadata in various tools. (Seth mentioned several, though I can’t remember them here.) One problem is that your organization may have many different systems (a corporate intranet, a public website, a product database, and such), all using terminology stored in separate tools. Ideally you want to pull directly from your metadata tool rather than having separate siloed instances of the metadata.
Seth compared the problem to a set of remote controls on a coffee table. Usually people have multiple remote controls – one to change channels, another to change volume, another to work the VCR, etc. The dream is to have one universal remote that controls them all, and while many remotes claim to have universal capability, they really don’t. The universal remote would be the single tool to manage taxonomies across your organization.

Ontology

Seth said the word ontology usually intimidates people and seems to be very philosophical, but in reality, an ontology is really just a collection of taxonomies. To make an astronomy comparison of my own, a solar system is to a galaxy as a taxonomy is to an ontology. A galaxy comprises multiple solar systems, just as an ontology comprises multiple taxonomies.

Content models

Once you’ve established your metadata, you then begin to develop content models. A content model is just “metadata smushed together.” For example, one content model may simply be a title and description. The content model might express various rules about how the metadata gets used. An established content model leads you to create various content types.
All of these content types come together in a content management system (CMS) that can dynamically render outputs based on various content. The CMS pulls information based on the metadata, following the rules or pattern of the content model type.

Dynamic display

Seth showed an example of a website with various mobile phones, and noted how a CMS can dynamically render the page simply by displaying data that meets specific metadata attributes. The content type establishes where and how the data should be displayed, but the whole system is a dynamic rendering. You don’t have someone hand-coding the HTML behind the scenes to define the order and display. Instead, the CMS does it through the metadata. Seth referred to this dynamic organization and display as “content choreography.”
If you can gather information about your users, you can program the CMS to render the information in different displays based on the user profile. This is one way that you can dynamically change the information to match the user’s needs, thereby increasing the findability of the content. Your content is no longer static but rather dynamic and changing.

Pre-classified and post-classified

Seth also introduced some more terms to reflect this dynamic content. A pre-classifiedsystem sets up fixed portals that the user can enter to see information displayed in different ways. A post-classified system creates the portals on the fly in a list of facets that the user can navigate into once he or she enters a search term.
The whole experience of metadata mixed with a CMS can lead to a much more flexible organization of information, where there is no single fixed organization but rather many different organizations, each based on needs users may have for different information.

My thoughts

I’m glad I attended this eight-hour workshop. For an alternative writeup of Seth’s workshop, see this summary by Clive Gibbons. I also attended a session by Leigh White at the STC Summit called Taxonomy: Do I need one? Leigh’s session was excellent, so if you have access to Summit @ a Click, I recommend listening to it. (In some ways, I got more out of Leigh’s session than Seth’s, but maybe that’s due to my short attention span.)
I will be honest here, and admit that although I think a taxonomy would be awesome, I’ve never created one, and it seems I hardly have the time to do it. At one time I was convinced I need to start doing taxonomy, so I began reading Heather Hedden’s The Accidental Taxonomist. About 80 pages in, I realized taxonomy had more of a library science angle than I wanted to explore.
Although I’ve never created an official taxonomy, I suppose I wrangle out terms and their relationships enough to make sense of them in consistent ways, even if I don’t make it all explicit in an official parent-child structure. Nevertheless, it would probably be a good practice to create an official taxonomy, clearly deciding on each term and its definition and relationship to other terms. This should no doubt help as I write technical content. I’ve just never seen any technical writer create a taxonomy in his or her approach to writing help for a software application.

TOCs and Taxonomies

I said that I’ve never created a taxonomy, but really when we organize the table of contents navigation in a help file, isn’t this an exercise in taxonomy? When we decide what the top-level folders are, and each subfolder, and sub-sub-folder, and what tasks belong grouped together on the same topic, and what the related topics are, isn’t this is an expression of the hierarchy that would exist in a separate taxonomy? Probably to some extent, yes. Even though Seth emphasized that taxonomy is not navigation, structuring your navigation is an exercise that makes you think about taxonomy.
Although many users may not use the table of contents to find information, your table of contents communicates valuable information to users. It communicates a taxonomy, which helps users understand the hierarchy and relationship of one concept and term to another. This structural overview of your content can be important. In Designing Web Navigation, James Kalbach points out:
People prefer information that involves a sequence. They like to browse. Navigation provides a narrative for people to follow on the Web. It tells a story — the story of your site. In this respect, there is something both familiar and comforting about web navigation. The widespread, seemingly natural use of navigation to access content on the Web reflects its strength as a narrative device.
In other words, your table of contents, which expresses the hierarchy, order, and relationships within your information, helps the reader understand at a glance the whole of the information. Even if the user doesn’t navigate his or her way through this sometimes maze-like TOC structure, not having the table of contents at all makes users uneasy. If you replace that table of contents with another sort of organization, something that doesn’t express the semantic relationships of the information components, your users may feel lost.
That said, although organizing a TOC and building out a taxonomy seem similar, wouldn’t it be much easier to build out the TOC if you already had a taxonomy to refer to? The taxonomy should provide the heavy critical thought already, making the TOC somewhat of a derivative exercise.