Margin on eCommerce


I attended yesterday, the New Retail ’19 which is Australia’s largest retail gathering. It brought together over 2500 retail leaders and learners for a three immersive day to explore omnichannel retail, fulfilment strategy and partnerships. Some of the stuff was an eye-opener, and it is going to take me a while to digest much of it. 

New Retail 19

The first point I wish to discuss is the margins required for e-commerce with some real data supplied at the show. I will explain it point by point to give you a professional appreciation of how these people think plus give you a feel of how it works and what sort of product you require.

What happened was a company decided to advertise a product using keywords in Google advertising. These are the advertisements that you see on the top, left and bottom of the screen when you look up something up in google. So they put in an advertisement into Google. This is the result


  Raw figures Calculated figures
Impressions 2,165,947  
Clicks 161,756  
Click through rate (CTR)      7.47%
Cost per click (CPC) $0.35  
Marketing costs   $56,752.24 
Orders 4,303  
Revenue $295,322.70  
Effective revenue share (ERS)     19.17%


The raw figures are the ones that they put in, and the calculated values are the ones that they derived.

Impressions: This is the number of times that the advertisement was shown.  In this case, it was shown over 2 million times.

Clicks: Is the number of times that someone went to the advertisement. 

Click through rate (CTR): Is the percentage of how many times the advertisement is clicked compare to how many times it is shown. This is very important as if this is low then Google shows your advertisement less so even if you are prepared to pay Google will not show it. What Google says is that your advertisement is less relevant to their users' requests so they will give their users more relevant information. 

Cost per click (CPC): Is how much this person paid every time someone clicked the advertisement.  

Marketing costs: Is the amount that was paid for the advertisement.

Orders: This is the number of orders the company got 

Revenue: This is how much the orders added up to, I am not sure if this includes shipping costs and other products that were sold by them.

Effective revenue share (ERS): This is the line I wanted to get too. What this is, is the cost of the advertising to revenue. In this case, it was 19.17%. 

The point here is that this particular item, putting aside all other costs requires 19.17% of the revenue to pay for the Google advertisement, that does not include many other costs, e.g. website, storage, etc. You need to pick your product.


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