• Thomas Perrett

    Shopping  is shopping and the seller  has to learn to sell when the shopper shows interest. Is not that  that one of the key rules of selling???
    I really liked this article.

  • http://www.learningisdiscovery.com Shawn Cohen

    I think they should also make buying the product in-store more pro-sumer by having a touchscreen next to big ticket items. I wonder if there’s a metric of how many sales are lost between the salesperson and the register…

    If things continue to worsen at Best Buy, they should cut a deal w/ Amazon for fulfillment–”Buy it here, get Amazon pricing and shipping”–in exchange for a cut of the purchase.

  • http://twitter.com/KeithScovell Keith Scovell

    Good Article! – liked your suggestions and connection to retail foot traffic – connecting on-line to physical.  As retailers get more focused on local and driving more traffic from digital intent, it will become obvious that while you can drive a shopper into a store and present them with coupons, the merchandising (plannogram), local competitve store pricing and product on the shelf (in-stock) will need to be at the local store level and coordinated with mobile digital marketing.  Connect ZMOT with FMOT. thx!

  • http://twitter.com/AbodeSystems Abode Systems

    Great point on use of coupons since the digital user base keeps growing. We have found with our Coupon Distribution service that most are store specific and heavily focused on consumables without much loyalty towards brands, surprisingly. 

  • http://www.retailigence.com Retailigence

    Good summary of the current dilemma facing brick-and-mortar retailers. As consumers increasingly utilize their mobile devices throughout their path-to-purchase, retailers will have to find creative new ways to engage with them. In many cases, if they’re not in the places where people are looking online, they’ll have difficulties being found offline.

  • Justin Sous

    A great change of pace with this article, thanks!

    “According to the 2012 Deloitte Retail & Consumer Spending Survey, Smartphones will influence 19 percent ($689 billion) of U.S. retail store sales by 2016. Smartphones already influence 5.1 percent of all retail store sales in the United States”

    What can you attribute to this estimated 400% increase in smartphone influence? Is it the predicted smartphone market saturation, or increased functionality of smartphones by 2016 for example?

  • Bill Bennett

     I completely agree, Shawn.  Even though retailers hate “showrooming”, consumers are communicating that this is a valuable service, since they can’t get it through Amazon.  So why not listen to the consumer, and become the best showroom in the country?  Think great salespeople, awesome displays, interactive videos/demos, etc., all without the cost of inventory management and cash registers.

  • http://www.schnittshow.com Schnitt

    Im sorry but Im a pricepoint consumer.. there is nothing that a Brick and Mortar store can offer me.. If they make an exclusive version of the product.. I find the supplier in China and pay my friends in China to steal one from the factory or off the back of the shipping container.
    Bottom line is I will do everything in my power to get a product at or just slightly above cost.
    If B&M’s have to go the way of the edsel then so be it.