In-store sales with Drive to Store campaign

Google Ads’ Drive to Store (DTS) campaign stand out as an effective method of attracting online customers to physical stores. In today’s digital age, online advertising has become an essential tool for companies seeking to increase their visibility and sales. Among the various strategies available. Performance Max campaigns offer an optimized approach to achieving this goal, combining digital advertising approaches with precise targeting techniques to encourage in-store visits.

The importance of Drive to Store campaigns lies in their ability to bridge the gap between digital and in-store shopping experiences. They play a crucial role in companies’ omnichannel strategies, harmonizing online interactions with physical experiences to offer a complete, integrated customer approach.

This detailed guide explores how companies can effectively use Google Ads’ Drive to Store campaigns to increase in-store sales. We’ll look at planning, implementing and measuring the effectiveness of these campaigns, while highlighting specific techniques for maximizing their impact.

Understanding PMAX Drive to Store campaign

Evolving landscape of online advertising

For advertising campaigns to remain relevant, they must constantly adapt. The launch of Google Ads’ Performance Max (PMAX) campaigns marked a turning point in this evolution. Thanks to Google’s machine learning, these campaigns are optimized to maximize advertising performance. It helps advertisers reach their target audience more effectively through a variety of channels and ad formats.

What is a PMAX Drive to Store campaign?

PMAX Drive to Store campaigns aim to persuade customers to visit physical stores. These ads are essential for strengthening the link between online and offline experiences in a world where online shopping is increasingly commonplace. The process involves merging real-time data on location, shopping habits and consumer behavior to produce highly personalized, geo-targeted ads.

How PMAX campaigns work

Performance Max campaigns use a comprehensive advertising strategy. They use Google’s entire advertising inventory, including YouTube, Google Maps, display ads and the Google search network, rather than focusing on a single channel or format. Drive to Store campaigns can attract customers at different stages of their online shopping experience and persuade them to visit physical stores thanks to this integrated approach.

Personalization and precise targeting for Drive to Store campaign

One of the most impressive features of PMAX campaigns is their ability to tailor advertising messages to specific consumer needs and behaviors. These campaigns use sophisticated data and machine-learning algorithms to determine which messages are most likely to interest certain people at a particular time. For Drive to Store campaigns to be most effective, personalization is essential, as it ensures that the right messages are delivered to the right customers at the right time.

Synergy between online and offline channels

Creating synergy between online and offline experiences is the main objective of PMAX Drive to Store campaigns. These campaigns encourage consumers to move from online intent to offline action by offering them relevant real-time information, such as the location of the nearest store or exclusive in-store offers. This tactic improves brand visibility while increasing in-store traffic.

Planning and implementing a Drive to Store campaign

Step 1: Identify objectives and target audience

It’s essential to set precise objectives before launching a Drive to Store campaign. These may include increasing footfall or raising awareness of a regional brand. At the same time, it’s essential to find the right audience. Your ability to target potential customers can be influenced by their demographics, shopping habits and hobbies.

Step 2: Select geographic locations

Drive to Store campaigns rely heavily on geolocation. This means selecting areas where the density of your target audience is highest. You can target customers who live close to your stores and provide them with timely, relevant information using precise geographical data.

Step 3: Personalize advertising messages

The effectiveness of Drive to Store campaigns depends largely on the personalization of messages. Advertisements should address the local market, focusing on special offers, in-store opportunities or exclusive benefits that can only be obtained in physical stores. The focus should be on developing a reliable and enjoyable shopping experience that encourages customers to visit stores.

Step 4: Launch a Drive to Store campaign and ongoing monitoring

To evaluate the effectiveness of the campaign after its launch, ongoing observation is necessary. Tracking important KPIs, such as Store Visits, advertising engagement and ROI, requires the use of analytical and data visualization tools (Google Ads, GA4, Looker Studio). To achieve the best possible results, this data is used to optimize and adjust the campaign in real time.

Performance measurement and analysis for Drive to Store campaign

The importance of store visit data

For Drive to Store campaigns in particular, information on in-store visits is crucial. Companies are now able to track the number of customers who visit a store after viewing an online ad, thanks to sophisticated tracking technologies such as geolocation and in-store Wi-Fi. This data is essential for assessing whether the campaign has succeeded in generating real traffic.

Customer journey analysis

It’s essential to understand the entire customer journey, from online interactions to in-store visits. Customer journey analysis makes it easier to identify the key touchpoints that influence a customer’s decision to visit a store. This includes analyzing which Internet platforms have generated the most in-store visits.

Calculating and estimating the value of each store visit

Introduction to Store Visit Conversion Value

To measure the real impact of Drive to Store campaigns on sales, it’s essential to understand and calculate Store Visit Conversion Value. This metric helps companies quantify the economic value of each in-store visit generated by their online campaigns.

Understanding the formula

The formula for calculating Store Visit Conversion Value is as follows:

Store Visit Conversion Value = Average In-store Conversion Rate × In-Store AOV

  • Average In-store Conversion Rate is the average percentage of visitors who make an in-store purchase.
  • In-Store AOV (Average Order Value) is the average value of in-store purchases.

Calculating the average in-store conversion rate

Companies should examine their historical sales data to determine the average in-store conversion rate. This rate can be calculated by dividing the total number of in-store purchases by the total number of visitors over a given period. This analysis is used to determine the probability of a visitor making a purchase.

Determining average store order value

Average in-store order value (In-Store AOV) is calculated by dividing total in-store sales by the total number of purchases. This measure gives an estimate of the average expenditure of customers when they visit the store.

Practical application of the formula

Using this formula enables companies to better understand the financial impact of their Drive to Store campaigns. For example, if a campaign attracts 1,000 in-store visitors with a conversion rate of 20% and an AOV of €50, the Store Visit Conversion Value will be €10 (20% of 1,000 visitors = 200 purchases, 200 purchases x €50 = €10,000, so €10,000 / 1,000 visitors = €10 per visitor).

Using insights for Drive to Store campaign optimization

Understanding Store Visit Conversion Value enables marketers to adjust their campaigns to maximize their effectiveness. If a campaign generates a high Store Visit Conversion Value, companies may choose to increase their advertising spend on that campaign, while a low Store Visit Conversion Value may indicate a need to optimize the campaign or in-store strategy.


Drive to Store campaigns, particularly those run via Google Ads Performance Max, represent an innovative and powerful strategy for linking the digital and physical worlds of commerce. This article highlights how these campaigns, when well executed, can not only increase in-store traffic, but also enrich the overall customer experience, creating a beneficial synergy between the digital and physical worlds of commerce.

the overall customer experience, creating a beneficial synergy between online and in-store shopping. Drive to Store campaigns offer an exceptional opportunity for businesses of all sizes to boost their in-store sales. By harnessing the power of digital advertising and aligning it with in-store sales strategies, brands can not only attract more customers, but also create memorable experiences that build customer loyalty. It’s therefore essential for marketers to embrace and master these campaigns, leveraging data and analytics for optimal performance.

If you’ve read this article, you now know how Drive To Store campaigns can help you increase in-store sales! If you need guidance on all of Google’s advertising platforms, call on an Youtube Ads and Google Ads agency 😉

Roy Amatoury

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