Despite all the hoopla surrounding the growing army of daily deal websites, researchers at Rice University's Jones Graduate School of Business say the business model is standing over the coffin holding the final nail, and looking for a hammer.
Utpal Dholakia, an associate professor of marketing at Rice, has released his third study on the daily deals industry called How Businesses Fare With Daily Deals: A Multi-Site Analysis of Groupon, LivingSocial, OpenTable, Travelzoo and BuyWithMe Promotions. The 31-page study looks at daily deals from these five major sites in 23 markets in the U.S. as well as 324 businesses that participated in a daily deal promotion sometime between August 2009 and March 2011.
To sum up his exhaustive report, Dholakia says there isn't enough repeat business to make online daily coupon promotions sustainable in the long run. Among the "red flags" raised in the study is that nearly 80 percent of deal users (consumers) were first-time customers, and few of them (35.9 percent) spent beyond the deal value. Only 19.9 percent said they returned later for a full-price purchase. A surprising 21.7 percent said they never even redeemed the coupons they purchased.
"The days of running a costly deal on an unfocused group-buying site with an audience full of bargain hunters is done," says Martin Tobias, CEO of Tippr, which touts itself as "the new wave in collective buying." While Tobias thinks the daily deals industry still has a pulse, he says it’s the niche and local publisher deal programs that will continue to gain momentum, as opposed to the big dogs, where aggressive contract terms, saturation by deal seekers and shaky financials turn merchants, investors and consumers off.
The Rice study says less than half (48.1 percent) of storefront businesses using the daily deal promotion said they’d run another daily deal promotion, while nearly 20 percent said they wouldn’t. Another third said they’d have to think about it. When it came to the mainstay industries that use daily deals, only 35.9 percent of restaurants and bars said they’d do it again, and 41.5 percent of salons and spas would run another promotion.
Of the businesses surveyed, 55.5 percent said they made money on their daily deal promotion, with another 26.6 percent claiming they lost money and 17.9 percent breaking even. The study did say that more than 70 percent of businesses in the health, services and special events industries claimed they succeeded in their coupon promotions.
The Rice study suggests that merchants could begin offering products or services with a higher value ($50 minimum) and present coupons with far less than the 50 percent discount rate currently popular. In addition, the researchers recommend coupons be redeemed within 90 days or less, and that merchants place a limit on the number of coupons consumers can purchase.
I’ve long suggested that savvy businesses can participate in daily deals by instituting a white label solution like those offered by ChompOn, AnalogAnalytics, Group Commerce, NimbleCommerce, AtCost, Deal Current, TownHog and PoweredByTippr on their own company website. Businesses choosing this route won’t be handing half of the promotion fee to a third party and they can keep better tabs on customers who show an interest in their product or service. Now, that’s keeping it in the family.
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Comments:
It is clear that every business has competition along all and also in between. I think that it is all due to these only. I like the way for sharing it here.
Did anyone else read the Groupon poised for failure on TechCrunch? Or the article about how DailyDeal sites could be violating consumer protection laws? (they were)
I do believe there is a niche for daily deals but the space is shrinking, needs to be on more high end services and the industry has to be consolidated. Also, I have another solution that is working for the many restaurants, salons, spas, hotels etc. it is called tix4cause.com and invites business to donate certificates on the website for a specific charity. They are posted on both the website and charity page and drive increased traffic, loyalty while also maintaining the integrity of the everyday price point. We are seeing many of the daily deal participants willing to consider and accept the opportunity to donate through tix4cause.com. In fact many of the daily deal companies have reached out in an attempt to partner and offer a solution of differentiation to break through the clutter!
I have never used one of these sites but the market has been saturated pretty fast. Also when money is tight it is probably a better business decision to maximise profits from existing customers rather than making a loss acquiring new ones.
I think there'll continue to be a niche for daily deals, and there are businesses that can clearly benefit. When I interviewed Groupon CEO Andrew Mason, he said places that sell excess capacity -- empty stadium seats for the football game, museum memberships -- are the big winners, and I think those type of organizations will continue to use deal sites. Also big national chains I think can use them effectively. Regional retailers and restaurants also have the scale I think, and might drive enough repeat customers if their deals are structured properly -- there is an art to it. But obviously there's been an explosion of these type of sites, and most of them won't survive. Everyone has seen Groupon's success and thinks it'll be a snap to duplicate...but Groupon does what they do with class, and a LARGE staff of pro writers who really sell the deals.
I'm on a few of these lists and I am familiar with the sort of business usually promoted. I'm surprised that ALL of the businesses surveyed actually knew whether or not they made money on these deals. In my experience, the size of business usually promoted through these deals does not have the accounting infrastructure to make this sort of detailed determination. Frankly I think those surveyed just guessed based on a hunch. That being said, I never believed that the daily deal was a good deal for the business, for the exact reasons cited. Not only that but these deals are training customers to expect low prices. They're also possibly attracting the wrong sorts of customers, those who can only pay low prices. This is perhaps why there isn't a lot of repeat business. Good and regular customers are willing to pay full price.