February 5, 2002, 12:00 AM

The e-tailing group’s top picks in 16 categories

The e-tailing group announced its “category killers,” based on review of 100 web sites and their effectiveness in promoting shopping and buying.


Chicago-based consultants the e-tailing group announced its “category killers” today, based on its review of 100 web sites and the retailers’ effectiveness in creating a shopping and buying environment.

The categories, the criteria that the e-tailing group reviewed and the winners are:

ACCESSORIES– Branding, themed areas and gift strategies like suggestions, reminders & registries are essential to help customers make buying decisions: eBags

APPAREL – Established merchandising and multi/cross-channel features leverage the best of what customers are familiar with from their favorite stores or catalogs: Lands’ End

AUTOMOTIVE – Interactive tools that use databases of make/model information to customize product selections are indispensable. Seasonal promotions trigger purchasing. Enthusiasts leverage guides and how-tos to stay current: CSK Auto/Parts America

BOOKS/MUSIC – Top sellers, sales/specials and new releases are fundamental along with extensive category specific search options including title, author/artist, genre, release date and reviews: Barnes & Noble

COMPUTERS – This brand-centric category relies on vendor-supplied promotions plus ask the expert, product comparison, customization and configuration tools to facilitate online research that results in buying offline as well as online: Dell

CONSUMER ELECTRONICS – Manufacturer promotions, top sellers and price are the category drivers while content helps educate shoppers. Cross-sells that suggest related items and up-sells that promote warranty/service options are vital to increase average order sizes: Best Buy

DEPARTMENT STORES – Similar to the apparel category in reliance on offline roots to mold online presence: J.C. Penney

DRUGSTORES – Comprehensive “My Account” areas with profiling & localization enable these sites to personalize product offerings. Extensive couponing mirrors the offline price-driven nature of this category while how-tos & health guides add credibility: Walgreens

GIFTING – These sites rely on seasonality and suggestions to encourage gift purchasing and include gift centers or search functionality that aggregate products by recipient, price and/or occasion; address books, reminders, gift wrap, gift certificates: 1-800-Flowers

HEALTH/BEAUTY – In-store, in catalogs or online this category promotes brands with samples, gift-with-purchase and expert advice. Profiling and interactive tools make the experience even more personal online while driving targeted sales: Sephora

HOME/GARDEN – Expertise abounds from checklists to glossaries to how-tos (both text & video). But beware; the need to consistently generate fresh content has contributed to the demise of many a site. Also important are themed areas to organize products & cross/multi-channel initiatives like promotion of store events or links to weekly circulars: Bed Bath & Beyond

MASS MERCHANTS – Value orientation is reinforced on-site, with targeted e-mail and through in-store promotions. A trend to watch is multi/cross-channel partnering to deliver better customer convenience/service/selection: Amazon.com

OFFICE SUPPLIES – The commodity and replenishment nature of this category makes it ideally suited for across-the-board online merchandising with price promotions, contests, preorders, monthly programs, cross-sells, up-sells, and multi/cross-channel tie-ins: Office Depot

PETS – Similar in nature to office supplies where replenishment, profiling and interactive tools uniquely customize the shopping experience. Greater use of community tools than any other categories surveyed speaks to the enthusiast nature of pet owners: Petsmart

SPORTING GOODS – Seasonality and specific sports dictate product emphasis, custom content and presentation with what’s new, brand shops, gifting and clearance strategies the standard bearers: REI

TOYS/GAMES – Hot Toys and Best Sellers are critical as is a gifting strategy that enables search by age, gender, character, brand and/or theme: SmarterKids

comments powered by Disqus




From The IR Blog


Rochelle Bailis / E-Commerce

Nordstrom vs. Macy’s: a department store showdown

Not only does Macy’s attract more online traffic, more of that traffic comes from mobile ...


Jaysen Gillespie / E-Commerce

Be a smart marketing Cupid in February to maximize sales

Campaigns optimized for smartphones will capture more last-minute sales and keep in mind that shoppers ...

Research Guides