Mobilizing Store Associates To Motivate Sales
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Transcript of Mobilizing Store Associates To Motivate Sales
Mobilizing Store Associates To Motivate Sales
Presented by Session sponsored by
#CCSeries12
About CCS
8-part series (June 11-21)
Sessions covering Mobile,
Social, In-Store, X-
Channel, and more
Featuring industry
analysts and consultants
Free for Retail executives
www.retailtouchpoints.com/connected-consumer
#CCSeries12
Follow The Webcast On Twitter
#CCSeries12@ConnectConsumer
@RTouchPoints
#CCSeries12
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
BrightTALK
#CCSeries12
Today’s Panelists
Steve RowenManaging Partner
RSR
Debbie HaussEditor-in-Chief
Retail TouchPoints
MODERATOR
Mary Anne GunnDirector of Corporate Marketing
Motion Computing
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
Our BOOT Methodology
8
They sell more “stuff” but… they also think and
act differently than their competitors.
Retail Winners: Year-over-year comparable store
sales outperform inflation.
Business
ChallengesOpportunities
Organizational
Inhibitors
Technology
Enablers
Technology: Key to Customer
Centricity
9
Source: RSR Research, May 2012
20%
8%
26%
51%
26%
39%
29%
32%
69%
10%
14%
24%
29%
30%
41%
41%
43%
52%
Help us keep up with the competition (avoid competitive disadvantage)
We view in-store technologies as “utilities” like light and heat: it’s just part of the cost of doing business
React quickly to changes in the business environment
Make our employees “smarter” and better informed
Create competitive advantage and new sources of revenue generation
Increase revenue while holding down operational costs
Help the company win new customers and retain current customers
Put actionable information into the hands of managers
Maintain and/or improve the customer experience
What are the TOP THREE (3) uses of in-store technologies?
2012 2011
Better-Educated Employees a Must
10
Source: RSR Research, June 2011
11%
22%
30%
37%
36%
57%
35%
67%
20%
26%
26%
29%
32%
39%
51%
69%
Help us keep up with the competition (avoid competitive disadvantage)
React quickly to changes in the business environment
Create competitive advantage and new sources of revenue generation
Help the company win new customers and retain current customers
Put actionable information into the hands of managers
Increase revenue while holding down operational costs
Make our employees “smarter” and better informed
Maintain and/or improve the customer experience
Top Three (3) Uses of In-store Technologies
2011 2010
Winners Well Ahead in Store
Manager Mobility
11
Source: RSR Research, May 2012
8%
46%
23%
23%
0%
17%
26%
26%
9%
22%
7%
14%
21%
21%
36%
Project planned, not yet budgeted
No plans
Less than 1 Year
Budgeted project
Longer than 1 Year
How long has your company been actively involved in adding MOBILE technology-enabled touch-points for STORE MANAGERS within your store?
Winners Average Laggards
#CCSeries12
www.retailtouchpoints.com/connected-consumer
Thank You For Your Interest In The Connected Consumer Series
View the on-demand
session on BrightTALK