1. How Abacus solutions can increase your ROI Abacus Insights Event – Wednesday 1 st October 2014

2. The Concept

3. The Abacus Alliance Concept Transactions member “A” member “B” member “C” + + Abacus Cooperative Database Proprietary modelling modelled customer files insight into market responsive prospects Multi-channel retailers share their transaction data to form the Alliance Abacus models actual purchase history to predict future purchases

4. The Abacus Alliance in numbers 18m households 26m individuals 508 multi-channel retailers & publishers 59 members joined since Aug 2013 580m total transactions £20bn spend 4800 transactional, demographic & lifestyle variables email data postal data telephone data sms data relocation 30% increase in mover data captured

5. How well do you know your customers? what YOU know about your customer what knows about your customer Opted-in email address Spent £105 in Gifts & Gadgets 4 months ago Spent £83 in Mid- Market Clothing 2 months ago Aged 45-55 Spent £210 in Gardening 6 months ago Postal address Has children at home Household income of £100k Uses internet as an order channel Spent £248 in Music & Entertainment in lifetime Spent £255 in Books & Collectibles in lifetime Female Bought 6 times from Food & Wine in the last 24 months One time customer Spent £58.97 2 months ago Female Postal address

6. Questions ?

7. The Journey

8. The Abacus Member Journey ANALYSE RESULTS & ASSESS ROLLOUT DATA SUPPLY AGREE TEST ACTIVITY STRATEGY DISCUSSIONS MATCH TO THE ALLIANCE

9. Questions ?

10. Recruit

11. Recruit using direct mail – how does it work? We analyse consumers transactions across 500 brands within the Abacus Alliance database to find new customers who ‘look like’ your current ones. Prospects from the Abacus Alliance who are most likely to buy Your best customerShared attributes Multi buyer Uses internet as purchase channel Household income of £100k Spent £210 in Gardening 6 months ago Spent £105 in Gifts & Gadgets 4 months ago Spent £248 in Music & Entertainment in lifetime Bought 6 times from Food & Wine in the last 24 months Spent £83 in Mid-Market Clothing 2 months ago

12. Recruit - How a model works Your Customers PRE SELECTS: THE ABACUS ALLIANCE 2+ purchases 0-12 months AGE FAMILY VALUE RECENCY Most like your best customer Least like your best customer GENDER

13. 13 Abacus Models THE ABACUS ALLIANCE 500M TRANSACTIONS THE ABACUS ALLIANCE 500M TRANSACTIONS SYNERGY OPTIMAL AFFINITY CHAID MAESTRO Best for niche offers and lower volumes Great for first tests Our broadest model that assumes the least Works well for high volumes Great for first tests

14. 14 Questions ?

15. Retain

16. Maximise return on investment spent on your customers Retain - Target Your Customers More Profitably Retain your best customers Reactivate your lapsed customers Activate your enquirers Identify cross-sell opportunities

17. How do Abacus customer retention solutions differ? CAMPAIGN MANAGEMENT: Fully managed by Abacus ready-to-mail data HOUSEFILE MODELS: Abacus models produce data ready to mail LICENCED SCORE: Model score used by data capable marketers DATA TAGGING: Fully managed by the client for use by in-house analysts OUTSOURCEIN-HOUSE

18. Data append – Email, postal, SMS and telephone Enhance your data asset Improve brand awareness and campaign response Allow customers to interact via their preferred channel Contact customers with time-sensitive promotions Activate your enquirers

19. Questions ?

20. Realise

21. Abacus Reports The Abacus Annual Trends Report An Abacus Market Insight Report goes one step further….

22. What is a Market Insight Report? Improve your overall direct marketing strategy by measuring yourselves against your competitors. Provides a comprehensive overview of your: Customers’ profile and purchasing behaviour Business compared to your immediate marketplace Comprised of four modules: Market Share & Transaction Trends Seasonality Merchandise Category Demographic Profile

23. What are the benefits? Enables businesses to: Plan merchandising and marketing strategies Optimise seasonal mailing plans Determine an appropriate advertising and creative approach

24. Questions ?

25. Trusted by

26. Contact Ben Collier t: 0208 943 8011 m: 07717 767 352 e: ben.collier@abacusdirect.com Keep up-to-date with Abacus & industry news www.abacusdirect.com www.twitter.com/abacusalliance www.linkedin.com/company/abacus- www.linkedin.com/groups/Home-Shopping-Data-Strategy-4079480/about Andrew Tye t: 0208 943 8004 m: 07818 036 126 e: andrew.tye@abacusdirect.com