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Martini Media Affluent Online Shopper Index(TM) Powered by comScore Finds Affluent Shoppers 40 Percent More Likely to Make a Purchase on Luxury Retail Sites; Spend 80 Percent More on Average

Dec 13 2012 12:00AM

Marketwire

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SAN FRANCISCO, CA and NEW YORK, NY and LONDON -- (Marketwire) -- 12/13/12 -- Martini Media, the digital media and content platform for engaging the audience with the most money and influence online, and comScore, a global leader in measuring the digital world, today announced the results of the latest wave of the Martini Media Affluent Online Shopper Index™ Powered by comScore.

By examining the online holiday shopping behaviors and engagement levels of the online affluent audience (HHI $100K+) from Black Friday to Cyber Monday (11/23-11/26, 2012), the study found: affluent shoppers are 15 percent more likely to make an online purchase across all categories than less affluent shoppers, and on average spent 19 percent more per purchase. In key sales categories like apparel and accessories and jewelry and watches, the affluent shoppers spent 80 percent more than the average shopper. Affluent consumers were 41 percent more likely to make a purchase on luxury retail sites (e.g., Bloomingdales.com, Sephora.com and Tiffany.com) and on average spent $295 (182 index compared to those with HHI < $100K).

This Martini Media Affluent Online Shopper Index™ Powered by comScore measured behaviors and engagement levels of the online affluent audience (HHI $100K+) by indexing(1) affluent users (reached on Martini Media's network) against non-affluent online users (HHI < $100K) to provide a precise picture of how this coveted segment acts online during the all-important holiday season. It then employed comScore's passively measured online panel of 1 million U.S. Internet users to detail online shopping, search and site visitation data for the affluent audience.

The chief trend revealed by the study's latest findings indicates that affluent shoppers out-research and outspend other online shopping segments.

During the critical Black Friday-Cyber Monday time period:

•Affluent users outspent across categories. Persons with HHI $100K+ were 15 percent more likely to make on online purchase than those with HHI < $100K, and on average, those that made an online purchase spent $113 (119 index).

•In the apparel, accessories and jewelry category, on average affluent shoppers spent $141 (180 index).

•Martini Media worked with comScore to create a "custom category" of affluent retailers, including Bloomingdales, Coach, Lululemon, Macys, Neiman Marcus, Nordstrom, Ralph Lauren, REI, Saks Fifth Avenue, Sephora, Talbots, Tiffany & Co., Victoria's Secret and others. Among affluent shoppers who purchased online at these e-commerce sites, they spent an average of $295 (182 index).

•In addition to e-commerce, affluent shoppers are researching online for offline purchases. 17 percent of affluent users visited one of these luxury retailers' websites during the five days measured around Thanksgiving. Users with HHI $100K+ were 14x more likely to visit one of the 70 luxury retailer websites measured by comScore than they were to make an online purchase from one of those domains. In addition, a larger percentage searched for "luxury" retail terms including these retailers and brands like Armani, David Yurman and Gucci. Affluent users were 6x more likely to search for a luxury brand term than to make an online purchase from one of the measured domains in the analysis.

According to independent research expert Michele Madansky, "It's nice to verify that affluent users are shopping online, and over-index to online purchases. However, these data imply that online research is triggering offline purchases at a much larger scale in the luxury retail category."

Martini Media CEO Skip Brand said, "The results of this study deliver yet another proof point that the affluent simply spend money to save time, and online is the best way to do that. Affluent audiences are always wired, have very little 'free' time and more disposable income than any other segment."

"These study results highlight the importance of affluent consumers to the fast-growing e-commerce sector," said Andrew Lipsman, VP, marketing and industry analysis for comScore. "With greater amounts of disposable income but a desire for convenience, affluent consumers have increasingly turned to the online channel for their shopping needs -- particularly during the holiday season. Given the strength in e-commerce sales we observed during the Black Friday-to-Cyber Monday period, it is not surprising to see that affluent consumers played a significant role in propelling this growth."

Each phase of the Martini Media-comScore index will provide insights and infographics aimed at helping marketers apply the findings to drive more business. We will publish additional results on affluent purchasing throughout the holiday period and on a quarterly basis through 2013.

For more information about the study or to speak to a member of the team, please contact info@martini-corp.com.

About comScore Inc.
comScore (NASDAQ: SCOR) is a global leader in measuring the digital world and preferred source of digital business analytics. For more information, please visit www.comscore.com/companyinfo.

About Martini Media
Martini Media is the digital media and content platform for engaging the audience with the most money and influence online. With more than 1,000 publishers organized across multiple lifestyle and business verticals, Martini Media has helped the world's leading brands reach over 125 million consumers across the globe that invest in their passions at work and play. Martini Media's full-service marketing capabilities encompass display, video, mobile, social, and audience targeting to effectively engage the most valuable audience online at scale. Since 2008, Martini Media has been the premier media destination where influence meets affluence. Headquartered in San Francisco, Martini Media has offices in New York, Chicago, Detroit, Los Angeles, and London. Got Affluencers? We Do. Visit www.martinimediainc.com to learn more.

(1) Indices are calculated using the comparative audience's metric as a baseline to understand the propensity of the $100K segment to buy or spend within a certain category. Indices above 120 indicate a notable propensity and those under 80 indicate the audience under-indexed relative to the other income segment in terms of penetration and/or dollars spent per buyer.



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Media Contact:
Lana McGilvray
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