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In the current economic climate, the margin between success and failure is slim, and pulling a few key levers could easily mean the difference between comp stores swinging from positive to negative. With only a few weeks before Black Friday, retailers are urged to register for this webinar to tune up their cross-channel strategies to drive more store traffic and convert more sales. The webinar will offer insights into the follow 5 areas:1) Cross Channel Buy, Pickup In-store: Whether it is from the online channel, the mobile web or a catalog, consumers now expect the convenience of picking up that item at their local store location.2) In-Store Save the Sale: Using in-store kiosks and mobile apps connected to the e-commerce engine, retailers are avoiding out of stocks and enabling self-service scenarios.3) Increasing the Relevance of Associate Engagement: By providing access to wish lists, buying history and recommendations, retailers are bringing service functions traditionally found online into the store.4) Expanding Endless Aisle Capabilities at the Store Level: The ability to capture orders for an expanded assortment of products, without having to stock the inventory in every store, is emerging as a key competitive differentiator.5) Global Inventory Availability: Providing the ability to check inventory availability across other local stores and account for dynamic changes across systems and locations.
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Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist The Top Five Ways To Convert More Sales In The Store During The Peak Selling Season
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Welcome Webinar Attendees
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Type your question here
Follow today’s webinar discussion on Twitter, #HolidaySales
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Panelists
Andrew Gaffney Editor Retail TouchPoints
Gene Weaver Product Manager Escalate Retail
Moderator
Speaker
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist The Top Five Ways To Convert More Sales In The Store During The Peak Selling Season
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Agenda
New World/New Reality Scenario
Best Practices
Escalate Solution
5
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Introducing…
Busy professional, wife, and mother who embraces technology.
Very demanding of her retail brands:
• She expects compelling, efficient, shopping experiences that are relevant to her needs and wants
• She requires the ability to shop when, where, and how she chooses
• She refuses to patronize brands that fail to recognize and adapt to her as she crosses channels
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
The Scenario
Shop Online, Browse Rich Content, Ratings & Reviews …
Store Shopping Store Kiosk / Store Portal
Inventory ATP Lost Sale Save-the-Sale / Endless Aisle
Store Pickup
Wish List
7
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Best Practice #1: Cross Channel Buy Online, Pickup from Store
8
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Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Best Practice #1: Cross Channel Buy Online, Pickup from Store
9
Key Requirements Store inventory availability Safety stock levels Customer email notification ‘Ready
for Pickup’ Store Portal for packing, hold for
pickup, customer pickup
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
10
Best Practice #2: In-Store Save the Sale
Sou
rce:
RS
R R
esea
rch,
Q3
2009
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
11
Best Practice #2: In-Store Save the Sale
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Key Requirements In-Store Order Capture
– Sales associate driven – Customer Kiosk driven
Shared Commerce Services – Catalog/content – Customer – Pricing/Promotions
12
Best Practice #2: In-Store Save the Sale
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
“Store Systems Under Pressure: Customer expectations for anywhere/anytime shopping mean stores are increasingly serving as extensions for multi-channel shopping, supporting cross-channel fulfillment, endless aisle availability and save-the-sale functions.”
RIS Thought Leadership Series, August 2010
13
Best Practice #3: Expanding Endless Aisle
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Key Requirements In-Store Order Capture
– Sales associate driven – Customer Kiosk driven
Shared Commerce Services – Catalog/content – Customer – Pricing/Promotions
Expanded Assortments Vendor Drop Shipments
14
Best Practice #3: Expanding Endless Aisle
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Best Practice #4: Global Inventory Availability
Key Requirements Open integration points for real-
time, near-real time and/or batch inventory updates
In-store portal to view cross store inventory availability by product/SKU
Safety stock levels
15
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Best Practice #5: Increasing the relevance of Associate Engagement
Key Requirements Customer-centric suggested selling
– 360° customer view – Virtual Closet – Wish Lists
Special Event Management – Automated invites – Follow-up/RSVP – Monitoring
Automating Store Best Practices
16
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Holiday Sales Checklist Best Practices
#1: Cross Channel buy online, pickup from store
#2: In-Store Save-the-Sale #3: Expanding Endless Aisle #4: Global Inventory Availability #5: Increasing the Relevance
of Associate Engagement
17
Copyright © Escalate, Inc. All Rights Reserved.
Escalate Solution
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
CONNECTED • EVERYWHERE • ADAPTIVE All-Channel Commerce
19
Blue Martini Commerce Suite
Single Commerce Pla/orm Across All Touch Points
Clienteling Commerce Web Mobile Kiosk Contact Center Store Portal / Social
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
All Channel Platform Services
Customers
Catalog
Shopping Cart
Orders
Prices & Promotions
Content
Inventory
e-co
mm
erce
cont
act
cent
er
smar
tpho
ne
stor
e po
rtal
kios
k
20
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
The Scenario
Shop Online, Browse Rich Content, Ratings & Reviews, …
Store Shopping Store Kiosk / Store Portal
Inventory ATP Increase Sales Save-the-Sale / Endless Aisle
Store Pickup
Wish List
21
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Our Commitment: Ensuring Our Clients are Ready for the All-Channel Consumer
22
Mobile
Ecommerce
Contact Center
Store Portal /
Clienteling Kiosk
In-Store Mobile
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
23
Escalate Customers: Premier Brands in Retail North America
EMEA
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Questions?
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1. Viewer Window 2. Control Panel
Type your question here
Copyright © Escalate, Inc. All Rights Reserved.
Holiday Sales Checklist – Converting More In-Store Sales
Thank You for Attending this Webinar
Download this presentation: – http://RetailTouchPoints.com/HolidaySales
View more info on the Serial Sales Killers: – http://ArrestSalesKillers.org
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