The festive shopping season starts earlier than you might think
10 September 2021 | By: Heather Eng, Senior Editorial lead
Though it’s only the early days of autumn, with just a hint of pumpkin spice in the air, it’s already time to start preparing for the festive season. The season officially kicks off with Black Friday as the first major shopping day, but customers will be on the lookout for inspiration and deals well before then.
To better connect with customers during the festive season, let’s take a look at when they’ll start shopping and what they may be seeking.
When will customers start festive shopping?
It often feels like the festive season arrives earlier each year – and there’s a reason for that. Though October is often synonymous with jack-o-lanterns and trick-or-treating, the month is also the unofficial start of the festive season.
According to a 2021 Amazon Advertising/Kantar survey, 39% of U.S. consumers and 42% of U.K. consumers will start festive shopping as early as October.1 Even though Black Friday and Cyber Monday are popular times to find deals on televisions, laptops and the latest gadgets, 47% of U.S. consumer electronics shoppers and 45% of U.K. consumer electronics shoppers plan to make festive season purchases in October.2 It’s a similar story for fashion and consumer packaged goods. Forty-six percent of U.S. and 47% of U.K. consumers reported they will start buying clothing and accessory gifts in October, and 42% of U.S. and 51% of U.K. consumers reported they will start shopping for beauty, pet and baby gifts.3
Online search data tells a similar story. In 2020, searches for “Christmas gifts” in the U.S. more than doubled from 40.5K in September to 110K in October, according to seoClarity. An even bigger leap occurred between October and November, when online searches rose to 450K, before topping out at 550K in December. Across 818 festive season-related search terms, the biggest spike happened between October and November (711K to 2.9 million), as customers sought out more gift ideas and deals.
The takeaway? Even if Halloween pumpkins have yet to be carved, customers are already making their lists (and checking them twice). October is not too early to start running festive season advertising campaigns that inspire gift ideas and offer deals.
Where will people be shopping?
While in-person purchases comprise the majority of festive shopping revenue, online sales are increasing. In 2020, online festive season shopping reached $185.88 billion, according to eMarketer.4 This year, that total is expected to hit $206.88 billion. Our Kantar study found that 64% of U.S. consumers, and 65% of U.K. consumers, reported that they plan to do at least 40% of their festive season shopping online this year.5
These insights point to how festive season shopping has become a multi-channel affair. Shoppers will be making trips to the mall and admiring department store window decorations, while also fulfilling parts of their loved ones’ wish lists online. Given that, think about how to reach customers with information they’re seeking throughout their festive season shopping journeys. Sponsored Products, Sponsored Brands and Sponsored Display can help you surface your brand and engage festive season customers, whether they’re browsing online or ready to buy. Amazon Attribution offers unique insights about how your non-Amazon digital marketing across channels impacts how your audiences engage with your brand on Amazon – providing valuable insights you can use to help optimise your festive season campaign strategies.
In addition, there are opportunities to bridge the online and offline shopping experiences. In stores, customers can usually try out products. They can pick up items and examine their details. They can ask sales associates questions. When it comes to online shopping, there are creative, interactive ways brands can give shoppers similar experiences. For example, your brand may offer customer service across various channels, ranging from your website to social media. Photos and videos can answer questions online shoppers may have about your products: Close-up photography can help customers see important details, and lifestyle photos give customers a sense of how the products look and function in the real world.
Diageo, for example, created an interactive and engaging way for customers in Germany to purchase whisky online for the festive season.6 With Amazon Advertising insights and planning tools, Diageo discovered that alcoholic beverages are one of the top five categories for gifting on Amazon in Germany – but a significant number of shoppers weren’t browsing Diageo whiskies on Amazon.de. To reach new and existing customers, Diageo and their media agency, PHD, created a festive season campaign with a landing page on Amazon.de that featured a shoppable video. In the video, a bartender from Berlin educated viewers about different types of whiskies, and shared tips for making cocktails. The landing page also included a product selector. By answering a few simple questions on their preferences and tastes, customers could access a selection of whiskies curated just for them.
Learn more about Diageo’s “The perfect gift” campaign here, or watch this video:
What will consumers be shopping for?
1-3 Kantar Quickfire survey, US. 500 participants who have shopped during the Q4 2019/2020 festive season and plan to do so in 2021.
4 Retail & Ecommerce Holiday Season Sales, eMarketer, 2021.
5 Kantar Quickfire survey, US. 500 participants who have shopped during the Q4 2019/2020 festive season and plan to do so in 2021.
6 Alcohol ads can only run in the following locales: Belgium, Brazil, Canada, Germany, France, Italy, Japan, Luxembourg, Mexico, the Netherlands, Spain and the UK. Please visit our Creative acceptance policies for requirements that apply to alcohol ads in permitted locales.
“Supporting small, saving big and shopping early: Amazon customers make the 2020 festive season our biggest yet,” Aboutamazon.com, 2020.
“Top-selling items on Amazon in 2021 reflect a shifting America,” Aboutamazon.com, 2021.