Prepare for a Profitable 2014 Holiday Season: Key Online Shopping Trends and Best Practices

50 %
50 %
Information about Prepare for a Profitable 2014 Holiday Season: Key Online Shopping Trends...
Technology

Published on June 25, 2014

Author: lajohnso1

Source: slideshare.net

Description

View this presentation to get an in-depth look at the latest trends and best practices for maximizing the continued growth in online retail holiday shopping. To learn more, download the NEW report: Seventh Annual Online Retail Holiday Readiness Report at: https://ibm.biz/BdFBUY

1© 2014 IBM Corporation Prepare for a Profitable Holiday Season Key Online Shopping Trends and Best Practices

2© 2014 IBM Corporation Today’s presenters Sucharita Mulpuru Principal Analyst Forrester @smulpuru Jay Henderson Strategy Director, IBM ExperienceOne @jay_henderson #SmarterCommerce @smulpuru @jay_henderson

3© 2014 IBM Corporation Agenda › Online Shopping Trends › Holiday Opportunities › Mobile’s Steady March to Ubiquity › The State of Mobile Commerce › Creating an Action Plan #SmarterCommerce @smulpuru @jay_henderson 3

4© 2014 IBM Corporation Compare performance against industry peers with IBM Digital Analytics Benchmark  IBM Digital Analytics Benchmark  Over 3,000 sites participated  Aggregate index • Compare against industry • Compare against peers  Geographic coverage • US, UK, AU, Europe, World Wide  Industry specific • Retail, Content, Financial Services, Travel  Segment specific • Apparel, Department Stores, Health and Beauty, and 12 others. . .  Free Resources  US holiday retail & sub-verticals  UK Mega Monday & Cyber Monday  AU Click Frenzy www.ibm.com/benchmark #SmarterCommerce @smulpuru @jay_henderson

5© 2014 IBM Corporation Reasonable and steady growth for online sales 15.10% 9.74% 10.34% 9.50% Q2 2013 Q3 2013 Q4 2013 Q1 2014 U.S. Online Retail Sales Growth by Quarter Dec 2013 Average Oder Value $122.46 up 13.0% over 2 years #SmarterCommerce @smulpuru @jay_henderson Source: IBM Digital Analytics Benchmark

6© 2014 IBM Corporation Capturing - and keeping - consumer attention continues to be difficult #SmarterCommerce @smulpuru @jay_henderson  Session length down  November 2013 ‘time on site’ was 7:39  Predicted to be 7:12 by Nov 2014  Cart abandonment remains high  Consistently ~70%  Bounce rate in 2011 was floating between 28 – 29%  Q1 2014 it’s risen slightly to ~33%  Pages per view declined from 9 to about 7 over the last 2 years Source: IBM Digital Analytics Benchmark

7© 2014 IBM Corporation 11/01/13 11/08/13 11/15/13 11/22/13 11/29/13 12/06/13 12/13/13 12/20/13 12/27/13 Day US Retail Daily Sales 2013 November 1st to December 31st 2013 Thanksgiving 19.7% YoY Black Friday 18.9% YoY Cyber Monday 20.6% YoY Boxing Day 8.6% YoY Early promotions The 2013 shopping season started earlier and key days still performed strong  Dramatic spike Thanksgiving Day, starting at 5 PM PST, as retailers began Black Friday promotions early  Thanksgiving continues its growth year over year, but Black Friday still delivers considerably higher sales  Cyber Monday continues to be the biggest online shopping day of the year #SmarterCommerce @smulpuru @jay_henderson Source: IBM Digital Analytics Benchmark

8© 2014 IBM Corporation Similar postcards from around the globe…. •Online sales increased 31.6% Australia’s Click Frenzy – November 19 – 20, 2013 •Online sales increased 16.3% UK Cyber Monday- December 2, 2013 #SmarterCommerce @smulpuru @jay_henderson Source: IBM Digital Analytics Benchmark

9© 2014 IBM Corporation Agenda › Online Shopping Trends › Holiday Opportunities › Mobile’s Steady March to Ubiquity › The State of Mobile Commerce › Creating an Action Plan #SmarterCommerce @smulpuru @jay_henderson 9

© 2014 Forrester Research, Inc. Reproduction Prohibited 10 The myth of holiday shopping is that it’s about gifts Who were you shopping for today? Pre-Thanksgiving Thanksgiving CyberMonday CyberWeek Base: online consumers who purchased online during the given timeframe Source: Bizrate Insights/Forrester Holiday Flash Survey, 2013 56% 42% 8% 4% Myself Gifts for others Non-gifts for others Business 53% 52% 7% 3% 49% 57% 6% 4% 44% 56% 7% 4% #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 11 Retailers pushed hard at the last minute #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 12 Web shoppers continue to abandon stores during key time periods Pre-Thanksgiving Thanksgiving CyberMonday CyberWeek Base: online consumers who purchased online during the given timeframe Source: Bizrate Insights/Forrester Holiday Flash Survey, 2013 69% 83% I shopped in stores less because I shopped online instead I prefer to shop online rather than go to crowded stores during Thanksgiving weekend 79% 87% 75% 82% 65% 81% % agreeing with statement #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 13 Email still matters 4% 6% 8% 11% 9% 44% 41% 4% 5% 9% 11% 8% 43% 43% Retailer's social presence Deals or shopping website Other email Someone told me about it Through search engines Via email from the retailer I visited the retail site directly 3% 6% 8% 11% 10% 39% 44% 4% 6% 9% 10% 9% 40% 43% Retailer's social presence Deals or shopping website Other email Someone told me about it Through search engines Via email from the retailer I visited the retail site directly 4% 6% 9% 10% 11% 37% 43% 2% 5% 8% 10% 11% 33% 43% Retailer's social presence Deals or shopping website Other email Someone told me about it Through search engines Via email from the retailer I visited the retail site directly How did you learn about these special deals [from today’s purchase]? Pre-Thanksgiving Thanksgiving Weekend Cyber Monday 2012 2013 3% 7% 9% 9% 13% 34% 45% 4% 8% 10% 12% 12% 35% 45% Cyber Week Source: Bizrate Insights/Forrester Holiday Flash Survey, 2012 and 2013 #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 14 Shipping clubs picked up a lot of steam “Are you a member of a shipping club or program (i.e. Amazon Prime, Shoprunner or Williams-Sonoma Reserve)?” Source: Bizrate Insights/Forrester Research Holiday Flash Surveys, Q4 2010, Q4 2011, Q4 2012, Q4 2013 N: 809 shipping club members “How does your membership in a shipping club or program affect your shopping frequency?” 67% 29% 4% I shop more (or plan to shop more) with the retailer(s) whose shipping club I have joined The shipping club has not changed my shopping behavior with that retailer I shop less with the retailer after joining the shipping club 9% 12% 14% 21% 2010 2011 2012 2013 #SmarterCommerce @smulpuru @jay_henderson

15© 2014 IBM Corporation Agenda › Online Shopping Trends › Holiday Opportunities › Mobile’s Steady March to Ubiquity › The State of Mobile Commerce › Creating an Action Plan #SmarterCommerce @smulpuru @jay_henderson 15

16© 2014 IBM Corporation First, some definitions (for the slides today) ≠ Phablets, yes 200MM smartphone subscribers Mini tablets, yes 100MM tablet owners TabletSmartphone MOBILE #SmarterCommerce @smulpuru @jay_henderson

17© 2014 IBM Corporation Mobile shopping soars  As a percentage of all online traffic and sales, Thanksgiving saw the highest rates at at 42.6% and 25.8%, respectively  However, Cyber Monday saw the most growth year over year with increases of 44.9% and 55.4% for percentage traffic and sales, respectively 0% 10% 20% 30% 40% 50% Thanksgiving Black Friday Cyber Monday Mobile Performance 2013 Mobile % of Sales Mobile % of Site Traffic Mobile % of Traffic and Sales IBM Digital Analytics Benchmark #SmarterCommerce @smulpuru @jay_henderson Source: IBM Digital Analytics Benchmark

18© 2014 IBM Corporation mobile sales FORECAST 43% Nov 2014 34% Nov 2013 mobile traffic 17% Nov 2013 FORECAST 20% Nov 2014 Mobile continues its steady march to ubiquity…. Source: IBM Digital Analytics Benchmark #SmarterCommerce @smulpuru @jay_henderson

19© 2014 IBM Corporation 0% 10% 20% 30% 40% 50% AU Click Frenzy US Cyber Monday UK Cyber Monday Mobile % of Traffic and Sales Mobile % of Sales Mobile % of Site Traffic Online Retail 2013 IBM Digital Analytics Benchmark UK outpaced US and Australia in mobile percentage traffic and sales at 44.3% and 33.2%, respectively #SmarterCommerce @smulpuru @jay_henderson Source: IBM Digital Analytics Benchmark

20© 2014 IBM Corporation Mobile is not all thumbs, fingers too. Smartphones to Browse, Tablets to Buy Smartphones Tablets Performance by Device Type November-December 2013 Source: IBM Digital Analytics Benchmark #SmarterCommerce @smulpuru @jay_henderson

21© 2014 IBM Corporation Smartphone to brows, tablets to buy…. 0% 10% 20% 30% AU Click Frenzy US Cyber Monday UK Cyber Monday Mobile % of Sales by Device Type Smartphone Tablet Online Retail 2013 IBM Digital Analytics Benchmark IBM Digital Analytics Benchmark 0% 10% 20% 30% AU Click Frenzy US Cyber Monday UK Cyber Monday Mobile % of Traffic by Device Type Smartphone Tablet Online Retail 2013 IBM Digital Analytics Benchmark Unlike US and UK, traffic from tablets kept pace with smartphones in Australia Tablets consistently drove more sales transactions than smartphones #SmarterCommerce @smulpuru @jay_henderson Source: IBM Digital Analytics Benchmark

22© 2014 IBM Corporation iOS outpaces Android in most key metrics…. Average Order Value Average Page Views Average Session Length Conversion Rate % of Online Sales % of Online Site Traffic Performance by Mobile OS November-December 2013 Android iOS IBM Digital Analytics Benchmark 10.8% 24.5% 2.8% 14.3% 1.2% 2.1% 4:56 4:49 5.7 6.4 $87.25 $116.13 • Android 50.6% • iOS 43.8% Source: IBM Digital Analytics Benchmark and Kantar Worldpanel, “Smartphone OS Sales Sales,” January 27, 2014 Performance by Mobile OS November-December 2013 Mobile OS Market Share Q4 2013 Android iOS despite smaller market share #SmarterCommerce @smulpuru @jay_henderson

23© 2014 IBM Corporation Agenda › Online Shopping Trends › Holiday Opportunities › Mobile’s Steady March to Ubiquity › The State of Mobile Commerce › Creating an Action Plan #SmarterCommerce @smulpuru @jay_henderson 23

© 2013 Forrester Research, Inc. Reproduction Prohibited 24 A few questions › How big is m-commerce now? › What are shoppers doing on different devices? › What is important to know about retail apps? #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 25 How much will phones generate in commerce? $16 $26 $32 $37 $42 $46 2013 2014 (F) 2015 (F) 2016 (F) 2017 (F) 2018 (F) Source: Forrester’s Smartphone Commerce Forecast (do not distribute) US Smartphone Commerce $B (Physical goods and media) #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 26 Other m-commerce categories make the figure even higher $16 $26 $32 $37 $42 $46$12 $17 $21 $26 $31 $36 2013 2014 (F) 2015 (F) 2016 (F) 2017 (F) 2018 (F) Source: Forrester’s Smartphone Commerce Forecast (do not distribute) US Smartphone Commerce $B Travel and other services #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 27 How this fares relative to the overall retail pie Source: Forrester Forecasts; only includes physical goods and media categories $50 $82 $113 $148 $183 $222 2013 2014 (F) 2015 (F) 2016 (F) 2017 (F) 2018 (F) Phone and tablet commerce ($B) #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 28 How this fares relative to the overall retail pie Source: Forrester Forecasts; only includes physical goods and media categories $50 $82 $113 $148 $183 $222 $213 $212 $212 $207 $202 $192 2013 2014 (F) 2015 (F) 2016 (F) 2017 (F) 2018 (F) Other eCommerce($B) #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 29 How this fares relative to the overall retail pie Source: Forrester Forecasts; only includes physical goods and media categories $50 $82 $113 $148 $183 $222$213 $212 $212 $207 $202 $192 $2,080 $2,136 $2,197 $2,259 $2,322 $2,389 2013 2014 (F) 2015 (F) 2016 (F) 2017 (F) 2018 (F) Non eCommerce/mobile sales ($B) #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 30 A few questions › How big is m-commerce now? › What are shoppers doing on different devices? › What is important to know about retail apps? #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 31 Mobile devices are used everywhere “Where do you use each of the following devices to access the Internet?” Source: The State of Consumers and Technology, Benchmark 2013, US #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 32 Time on tablets is cannibalistic of PCs With the addition of your iPad/tablet to the devices that you already use to go online, do you spend more, less, or the same amount of time online? More time online Less time on PCs With the addition of your iPad/tablet to the devices that you already use to go online, how is your desktop computer/laptop usage affected? 49% 46% 2011 2014 47% 48% 2011 2014 Source: Bizrate Insights/Forrester Mobile Commerce Studies #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 33 This applies to phones too Since getting your smartphone/small screen mobile device, do you spend more, less, or the same total amount of time online (including using your computer and other devices you access to go online)? More time online Less time on PCs If you own both a smartphone/small screen mobile device and a desktop computer/laptop, then has the smartphone/small screen mobile device decreased the amount of time you use your desktop computer/laptop? 40% 47% 2011 2014 41% 49% 2011 2014 Source: Bizrate Insights/Forrester Mobile Commerce Studies #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 34 Top shopping activities on phones vs tablets 1 Read emails from retailers Browse or research products 2 Receive texts with special offers from retailers Read emails from retailers 3 Locate retail stores/hours/directions Compare prices while shopping online 4 Browse or research products Read product or store reviews 5 Download or redeem coupons Identify where products are sold Source: Bizrate Insights/Forrester Mobile Commerce Studies Please note which of the following you do with your mobile device(s) with respect to any online retailer. #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 35 Source: A commissioned study conducted by Forrester Consulting on behalf of VISA, September 2013 26% 42% 54% Email message from a retailer I search for something specific on a retailer's site I search for something specific using a search engine 38% 60% 69% Where the shopping journey starts on different devices Base: 1003 smartphone shoppers (research or purchase) 27% 51% 57% Search is important on all devices #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 36 Email is also essential 81% of web buyers read emails on phones because the phone is always with them; 48% like that the phone has no email login 67% of web buyers say that they were inspired to buy something after opening an email on a mobile phone22% 37% 75% Tablet Smartphone Desktop I read promotional emails from [merchant X] on my… Source: Bizrate Insights Industry Hot Topic Q4, 2013 #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 37 A few questions › How big is m-commerce now? › What are shoppers doing on different devices? › What is important to know about retail apps? #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 38 These are the most common retail apps 42% 8% 15% 33% I have not downloaded an app Fashion trends or tech reviews Comparison shopping Retailer- specific apps 2011 2012 2013 2014 41% 7% 15% 36% 37% 7% 16% 40% 33% 9% 14% 45% Which of the following types of online shopping apps, if any, have you downloaded to your smartphone/small screen mobile device? Source: Bizrate Insights/Forrester Mobile Commerce Studies #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 39 Shoppers discover phone apps mainly through word of mouth How do you learn about the apps that you install on your device? 14% 6% 11% 20% 21% 25% 59% I don't install apps Sign in a retail store Retailer websites An ad on TV/radio/print The app store Social media (e.g. Facebook) Word of mouth (e.g. friends, family, colleagues) 12% 6% 11% 21% 26% 25% 55% Base: recent online buyers who own smartphones or tablets Source: Bizrate Insights/Forrester Mobile Commerce Studies #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 40 How do you learn about the apps that you install on your device? › “My husband does it” › “My children” › “What I need at a particular time” › “I ask teenagers” Source: Bizrate Insights/Forrester Mobile Commerce Studies #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited 41 Few customers say they need a retailer’s app If you have interacted with [MerchantName] on a mobile device, then which experience do you prefer? 37 % 7 % 6 % 19 % 30 % Accessing the standard website (i.e. the same view you would see on your computer) Using the mobile version of the site (i.e. the site may have less content but is optimized to… Using an app (if this retailer has one available for download) I don't have a preference I have never interacted with [Merchant] from a mobile device Source: Bizrate Insights/Forrester Mobile Commerce Studies #SmarterCommerce @smulpuru @jay_henderson

© 2014 Forrester Research, Inc. Reproduction Prohibited Yet, more than 40% of mobile phone transactions happen on apps “Thinking of the last time you bought something on your smartphone, how did you complete your transaction?” 59% 41% On a smartphone through a website On a smartphone through an application Source: A commissioned study conducted by Forrester Consulting on behalf of Amazon.com, January 2013 Base: 528 mobile phone buyers Base: 311 tablet and PC buyers (of non-phone buyers) “Thinking of the last time you bought something on your [tablet or PC], how did you complete your transaction?” 4% 14% 83% On a tablet through an application On a tablet through a website On a computer Source: A commissioned study conducted by Forrester Consulting on behalf of VISA, September 2013 #SmarterCommerce @smulpuru @jay_henderson

43© 2014 IBM Corporation Agenda › Online Shopping Trends › Holiday Opportunities › Mobile’s Steady March to Ubiquity › The State of Mobile Commerce › Creating an Action Plan #SmarterCommerce @smulpuru @jay_henderson 43

44© 2014 IBM Corporation The mobile strategy you didn’t know you had: mobile email and mobile websites The email you imagine in your head #SmarterCommerce @smulpuru @jay_henderson

45© 2014 IBM Corporation The bleak (or euphoric) reality, mandates optimizing emails to render across mobile devices BlackberryAndroidiPhone Windows Mobile 6 #SmarterCommerce @smulpuru @jay_henderson 50% of emails are opened on mobile devices Source: IBM Email Benchmark, Six months December 2013 – May 2014

46© 2014 IBM Corporation Understand the mobile customer experience  Make it easy….start with digital analytics  Analyze your mobile traffic Tealeaf Mobile Heatmaps, Link Analytics, and Gestures IBM Digital Analytics Device Stream #SmarterCommerce @smulpuru @jay_henderson  Explore the customer’s mobile experience  Understand the “why” behind mobile

47© 2014 IBM Corporation Rich Push Notifications Mobile Web Notifications Native Simple Push and SMS Messaging iOS and Android Wallets Multiple opportunities for engaging customers in mobile #SmarterCommerce @smulpuru @jay_henderson

48© 2014 IBM Corporation Broadcast Narrowcast 1:1 Cast message all app users message some app users based on rules & segments message individual users Use multiple levels of messaging specificity and targeting #SmarterCommerce @smulpuru @jay_henderson

49© 2014 IBM Corporation Event-based triggers connect with your consumers in the most opportune moments #SmarterCommerce @smulpuru @jay_henderson

50© 2014 IBM Corporation Arrival & Departure Deliver content when customers approach or leave your (or your competitors) retails location. Location Segments Deliver relevant content or simply drive customers to your stores using location data. Indoor Messaging Use iBeacons, Wifi positioning, LED, or any other technology to identify customer location and deliver relevant content. Location is a key piece of context to drive relevant engagement #SmarterCommerce @smulpuru @jay_henderson

51© 2014 IBM Corporation Understand Engage Optimize Leaders are shifting to continuous customer engagement #SmarterCommerce @smulpuru @jay_henderson

52© 2014 IBM Corporation Understand and engage customers across channels Better coordinate ACROSS channels Be more effective WITHIN each channel #SmarterCommerce @smulpuru @jay_henderson

53© 2014 IBM Corporation Digital Marketers MerchandisersMarketers eCommerce Professionals Customer Service Understand and engage customers across departments #SmarterCommerce @smulpuru @jay_henderson

54© 2014 IBM Corporation Additional holiday benchmark analysis & best practice guides www.ibm.com/benchmark #SmarterCommerce @smulpuru @jay_henderson Get a copy of the NEW Online Retail Holiday Readiness report at: https://ibm.biz/BdFBUY

55© 2014 IBM Corporation Questions? Sucharita Mulpuru Principal Analyst Forrester @smulpuru Jay Henderson Strategy Director, IBM ExperienceOne @jay_henderson www.ibm.com/benchmark #SmarterCommerce @smulpuru @jay_henderson

#smartercommerce presentations

Add a comment

Related presentations

Presentación que realice en el Evento Nacional de Gobierno Abierto, realizado los ...

In this presentation we will describe our experience developing with a highly dyna...

Presentation to the LITA Forum 7th November 2014 Albuquerque, NM

Un recorrido por los cambios que nos generará el wearabletech en el futuro

Um paralelo entre as novidades & mercado em Wearable Computing e Tecnologias Assis...

Microsoft finally joins the smartwatch and fitness tracker game by introducing the...

Related pages

Prepare for a Profitable 2014 Holiday Season: Key Online ...

Prepare for a Profitable 2014 Holiday Season: Key Online Shopping Trends and Best Practices Sep 15, 2014 Technology
Read more

holiday trends Archives - Marketing Insights | Official ...

... trends and best practices. ... look online earlier in the holiday shopping season to ... holiday season, explore key dates and trends ...
Read more

Best practices and trends - Technology - documents.mx

... Best Practices & Trends ... Prepare for a Profitable 2014 Holiday Season: Key Online Shopping Trends and Best ... Tech Trends and Best Practices for 2014.
Read more

Preparing for the Holidays: Key Dates for Your Campaign ...

... trends and best practices. ... Key Dates for Your Campaign Calendar. ... critical days throughout the 2013 holiday season and prepare their campaigns ...
Read more

How to Start an Online Business - Volusion

... your marketing efforts for your most profitable holiday season ... take to prepare for holiday shopping. ... 5 Online Marketing Best Practices for ...
Read more

Search Results: Experian Business & Marketing Resources

Watch this on-demand webinar to learn best practices for ... heading into the holiday shopping season. ... credit trends from the Q2 2014 Experian ...
Read more

6 Ways Retailers Can Prepare Now for Increased Holiday ...

... CAN PREPARE NOW FOR INCREASED HOLIDAY ECOMMERCE ... trends, how can retailers best prepare ... 2014 holiday season. Holiday shopping in ...
Read more

2014 Ecommerce Predictions: What’s In and What’s Out ...

... a few trends will expire in 2014, ... Peak Holiday Season; ... MULTICHANNEL MERCHANT » 2014 PREDICTIONS » 2014 ECOMMERCE PREDICTIONS: WHAT’S IN AND ...
Read more