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.

1. 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.

2. Welcome Webinar Attendees
Your GoToWebinar Attendee Viewer is made of 2 parts:
1. Viewer Window 2. Control Panel
Type your question
here
Follow today’s webinar discussion on Twitter, #HolidaySales
Holiday Sales Checklist – Converting More In-Store Sales
Copyright © Escalate, Inc. All Rights Reserved.

3. Panelists
Moderator
Andrew Gaffney
Editor
Retail TouchPoints
Speaker
Gene Weaver
Product Manager
Escalate Retail
Holiday Sales Checklist – Converting More In-Store Sales
Copyright © Escalate, Inc. All Rights Reserved.

4. 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.

5. Agenda
New World/New Reality Scenario
Best Practices
Escalate Solution
Holiday Sales Checklist – Converting More In-Store Sales
5 Copyright © Escalate, Inc. All Rights Reserved.

6. 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
Holiday Sales Checklist – Converting More In-Store Sales
Copyright © Escalate, Inc. All Rights Reserved.

7. The Scenario
Store Wish
Pickup List
Shop Online, Browse Rich Store Shopping Store Kiosk /
Content, Ratings & Reviews … Store Portal
Inventory ATP Lost Sale
Save-the-Sale /
Endless Aisle
Holiday Sales Checklist – Converting More In-Store Sales
7 Copyright © Escalate, Inc. All Rights Reserved.

8. Best Practice #1: Cross Channel Buy
Online, Pickup from Store
Source: RSR Research, July 2010
Holiday Sales Checklist – Converting More In-Store Sales
8 Copyright © Escalate, Inc. All Rights Reserved.

9. Best Practice #1: Cross Channel Buy
Online, Pickup from Store
Key Requirements
 Store inventory availability
 Safety stock levels
 Customer email notification ‘Ready
for Pickup’
 Store Portal for packing, hold for
pickup, customer pickup
Holiday Sales Checklist – Converting More In-Store Sales
9 Copyright © Escalate, Inc. All Rights Reserved.

10. Best Practice #2: In-Store
Save the Sale
Source: RSR Research, Q3 2009
Holiday Sales Checklist – Converting More In-Store Sales
10 Copyright © Escalate, Inc. All Rights Reserved.

11. Best Practice #2: In-Store
Save the Sale
Holiday Sales Checklist – Converting More In-Store Sales
11 Copyright © Escalate, Inc. All Rights Reserved.

12. Best Practice #2: In-Store
Save the Sale
Key Requirements
 In-Store Order Capture
– Sales associate driven
– Customer Kiosk driven
 Shared Commerce Services
– Catalog/content
– Customer
– Pricing/Promotions
Holiday Sales Checklist – Converting More In-Store Sales
12 Copyright © Escalate, Inc. All Rights Reserved.

13. Best Practice #3: Expanding Endless Aisle
“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
Holiday Sales Checklist – Converting More In-Store Sales
13 Copyright © Escalate, Inc. All Rights Reserved.

14. Best Practice #3: Expanding Endless Aisle
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
Holiday Sales Checklist – Converting More In-Store Sales
14 Copyright © Escalate, Inc. All Rights Reserved.

15. 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
Holiday Sales Checklist – Converting More In-Store Sales
15 Copyright © Escalate, Inc. All Rights Reserved.

16. 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
Holiday Sales Checklist – Converting More In-Store Sales
16 Copyright © Escalate, Inc. All Rights Reserved.

17. 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
Holiday Sales Checklist – Converting More In-Store Sales
17 Copyright © Escalate, Inc. All Rights Reserved.

18. Escalate Solution
Copyright © Escalate, Inc. All Rights Reserved.

19. All-Channel Commerce
CONNECTED • ADAPTIVE • EVERYWHERE
Web Mobile Kiosk Contact Center Store Portal / Social
Commerce Clienteling
Blue Martini
Commerce Suite
Single
Commerce
Pla/orm
Across
All
Touch
Points
Holiday Sales Checklist – Converting More In-Store Sales
19 Copyright © Escalate, Inc. All Rights Reserved.

20. All Channel Platform Services
Customers
contact center
Catalog
e-commerce
smartphone
store portal
Shopping Cart
Orders
kiosk
Prices & Promotions
Content
Inventory
Holiday Sales Checklist – Converting More In-Store Sales
20 Copyright © Escalate, Inc. All Rights Reserved.

21. The Scenario
Store Wish
Pickup List
Shop Online, Browse Rich Store Shopping Store Kiosk / Store Portal
Content, Ratings & Reviews, …
Inventory ATP Save-the-Sale / Increase Sales
Endless Aisle
Holiday Sales Checklist – Converting More In-Store Sales
21 Copyright © Escalate, Inc. All Rights Reserved.

22. Our Commitment: Ensuring Our Clients are
Ready for the All-Channel Consumer
Store
Contact
Portal /
Center
Clienteling Kiosk
Ecommerce
Mobile
In-Store
Mobile
Holiday Sales Checklist – Converting More In-Store Sales
22 Copyright © Escalate, Inc. All Rights Reserved.

23. Escalate Customers: Premier Brands in Retail
North
America
EMEA
Holiday Sales Checklist – Converting More In-Store Sales
23 Copyright © Escalate, Inc. All Rights Reserved.

24. Questions?
Your GoToWebinar Attendee Viewer is made of 2 parts:
1. Viewer Window 2. Control Panel
Type your question
here
Holiday Sales Checklist – Converting More In-Store Sales
Copyright © Escalate, Inc. All Rights Reserved.

25. Thank You for Attending this Webinar
 Download this presentation:
– http://RetailTouchPoints.com/HolidaySales
 View more info on the Serial Sales Killers:
– http://ArrestSalesKillers.org
Holiday Sales Checklist – Converting More In-Store Sales
Copyright © Escalate, Inc. All Rights Reserved.