In my new 3-minute video, I discuss the controversy about the revelation that Grubhub has been playing a dirty trick on its restaurant customers.
As I explain in the video, what Grubhub did is similar to what Google has been doing with its search engine.
Most of these online businesses make money off "lead generation" - they bring prospective customers to brands. Restaurant owners hope Grubhub will bring them additional diners. These have to be incremental diners to justify the expense, which is a sizable 20-percent fee Grubhub assesses for each lead.
Grubhub has every incentive to count each order as an incremental lead. The dirty trick involves counting orders who should not be charged the lead-generation fee. Grubhub sets up shadow restaurant websites with similar URLs that pretend to be official websites. The diner usually does not know s/he is ordering from Grubhub's website and not the official restaurant website. This bit of deception qualifies the order for the lead generation fee - if the same diner had ordered from the restaurant's own website, Grubhub would have collected a much lower fee.
Similarly, lots of us search for brand names on Google, instead of going directly to the brands' websites. This leads some brand managers to buy their own brand names from Google. Google over the years has made it harder and harder to see which result is a paid ad. If we click on those ads, the brands pay Google a lead generation fee. Nevertheless, if we are searching for a brand's name, we will be visiting that brand's website, whether or not we pass through the Google toll booth!
In Numbersense (link), I talk about the importance of counterfactual thinking, and measuring incremental rather than absolute metrics.
Click here to see the video about the Grubhub controversy.
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