showrooming - independent retailer conference at asd lv

SHOWROOMING

presented by

how to fight back & capture lost sales

show·room·ing /ˈSHōˌro#omiNG/

The practice of visiting a store in order to examine a

product before buying it online at a lower price

What is it?

[ ]

showrooming costs brick & mortar stores

$217BILLIONin lost sales in the U.S. alone

ouch!

and it’s growing

2012 2013

+400%

56% of smartphone ownersshop in stores & regularly buy competitive productson smartphones while there

how many really do this?

favorites

3

4

5

RedLaser by eBay

ShopSavvy

Flow by Amazon

1

2

Google

Price Check by Amazon

retailers adapt

Best Buy

wifi

Target

We love showrooming – when Target gets to book the sale.“

”

Wal-Mart

IN-STORE innovation

in-store analytics

intelligent lights

beacons

in-store self pay

mobile-exclusive dealstouch screens

mobile point-of-sale

should you be scared?

84smartphone shoppers use their

phones for help while [inside] the store

more likely to buy

smartphone shoppers are

14 % more likely than non-smartphone shoppers to convert in-store

… and buy more

$

$

occasionalphone use in-store

frequentphone use in-store

frequent mobile shoppers

spend25% more

just embrace itit’s time to

be proactive

Once customers are in our stores

they’re ours to lose - Best Buy CEO Hubert Joly

“ ”

unique product selection customer service mobile point-of-saledetailed product information product recommendations check-in rewards targeted deals buy online, pick up in-store mobile payments

specifically…

price matching

mobile

why mobile?

the conversion rate for shoppers who use a retailer’s dedicated app

is 21% higher than those who don’t

m-shoppers are just as likely to use the store’s own app (22%)

as a competitor’s app (22%) in a brick-and-mortar store

why mobile?

a clear majority of mobile shoppersare enticed to buy in-store through product info, engagement strategies & rewards

why mobile?

what does it all mean?

keeps your store relevant

mobile…isn’t just a nice to have it’s imperative it’s not just for big retail

makes shoppers more likely to buymakes them spend more

keeps them coming back

THANK YOU

pleasecome again