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Holiday sales checklist webinar presentation

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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. …

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.

Published in: Business, Technology

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  • 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.