Mobilizing Store Associates To Motivate Sales

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To meet the needs of today’s demanding consumers, store associates need to have real-time product information on hand. In fact, 51% of retailers recently surveyed by Retail Systems Research (RSR) say …

To meet the needs of today’s demanding consumers, store associates need to have real-time product information on hand. In fact, 51% of retailers recently surveyed by Retail Systems Research (RSR) say that “Making our employees ‘smarter’ and better informed’” is one of the most important uses of in-store technology. Mobile tools, such as tablet PCs, bring the information to the sales floor, so associates no longer need to walk away from their customers to find answers to questions. Join Steve Rowen from RSR Research along with Motion Computing in this webinar for a look at the key drivers of in-store sales enablement using mobile technology.







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  • 1. Mobilizing Store Associates To Motivate SalesPresented by Session sponsored by
  • 2. About CCS  8-part series (June 11-21)  Featuring industry analysts and consultants  Sessions covering Mobile, Social, In-Store, X-  Free for Retail executives Channel, and more www.retailtouchpoints.com/connected-consumer#CCSeries12
  • 3. Follow The Webcast On Twitter #CCSeries12 @ConnectConsumer @RTouchPoints#CCSeries12
  • 4. About Retail TouchPoints Launched in 2007 More than 20,000 subscribers Provide executives with relevant, insightful content Free Resources such as White Papers, E-book, Webinars, Research and Podcasts www.RetailTouchPoints.com#CCSeries12
  • 5. BrightTALK#CCSeries12
  • 6. Today’s Panelists Steve Rowen Mary Anne Gunn Managing Partner Director of Corporate Marketing RSR Motion Computing MODERATOR Debbie Hauss Editor-in-Chief Retail TouchPoints#CCSeries12
  • 7. What Is RSR?• Market Intelligence, focused on retail• Context: the business challenges & opportunities that drive technology investments• Pragmatic insights• Powered by extensive retail experience• Fueled by a deep bed of research data• We help retailers keep their IT strategies aligned with corporate objectives• We help solution providers align their products and messages with retailers’ needs 7
  • 8. Our BOOT Methodology Business Organizational Opportunities Inhibitors Challenges Technology Enablers Retail Winners: Year-over-year comparable store sales outperform inflation. They sell more “stuff” but… they also think and act differently than their competitors. 8
  • 9. Technology: Key to CustomerCentricity What are the TOP THREE (3) uses of in-store technologies? 2012 2011 Maintain and/or improve the customer experience 52% 69% Put actionable information into the hands of managers 43% 32% Help the company win new customers and retain current customers 41% 29% Increase revenue while holding down operational costs 41% 39%Create competitive advantage and new sources of revenue generation 30% 26% Make our employees “smarter” and better informed 29% 51% React quickly to changes in the business environment 24% 26% We view in-store technologies as “utilities” like light and heat: it’s just 14% part of the cost of doing business 8%Help us keep up with the competition (avoid competitive disadvantage) 10% 20% Source: RSR Research, May 2012 9
  • 10. Better-Educated Employees a Must Top Three (3) Uses of In-store Technologies 2011 2010 69% Maintain and/or improve the customer experience 67% 51% Make our employees “smarter” and better informed 35% 39% Increase revenue while holding down operational costs 57% 32% Put actionable information into the hands of managers 36% Help the company win new customers and retain current 29% customers 37%Create competitive advantage and new sources of revenue 26% generation 30% 26% React quickly to changes in the business environment 22% Help us keep up with the competition (avoid competitive 20% disadvantage) 11% Source: RSR Research, June 2011 10
  • 11. Winners Well Ahead in StoreManager Mobility How long has your company been actively involved in adding MOBILE technology- enabled touch-points for STORE MANAGERS within your store? Winners Average Laggards 36% Longer than 1 Year 22% 0% 21% Budgeted project 9% 23% 21% Less than 1 Year 26% 23% 14% No plans 26% 46% 7%Project planned, not yet budgeted 17% 8% Source: RSR Research, May 2012 11
  • 12. Thank You For Your Interest In The Connected Consumer Series View the on-demand session on BrightTALK www.retailtouchpoints.com/connected-consumer#CCSeries12