Archive for the ‘Mobile’ Category

Square-Starbucks Deal Sets Stage for Luria Talk at Fall Summit

Wednesday, August 8th, 2012

The news that Starbucks teamed up with Square to push mobile payments on a broad scale signals a milestone for retail in embracing m-wallet.

When it was announced this week that mobile payments startup Square partnered with Starbucks to power the chain’s U.S. debit and credit transactions, the implications were clear: “Wow. Wow. Wow. Square just arrived in mainstream,” wrote one online poster. In the spirit of adding a triple shot of espresso, Starbucks will invest in Square and Starbucks CEO Howard Schultz will join Square’s board.

For many retailers, though, the path forward with m-wallet remains far from clear. Choosing the right technology remains a challenge.

Gil Luria, Managing Director, Equity Research, Wedbush Securities, will size up the m-wallet marketplace and share insights about the players, attributes and potential winners and losers in the space at the RetailConnections Fall Business Executive Summit, Sept. 23-25 at Hotel del Coronado, near San Diego.

Luria, who presented earlier this year at RetailConnections Mobile Summit, is renowned for “following the money” as well as for his keen insights into how the m-wallet marketplace may shake out.

In his talk next month titled “Hottest Growth Sectors in Mobile,” Luria will also explore decision-making from a retail standpoint that includes issues like shifting promotional budgets toward mobile, leveraging internal development versus external services and tools, using retailer-owned devices versus shoppers’ handhelds, and NFC (near field communication) or cloud-based wallet.

The RetailConnections Fall Business Executive Summit Sept. 23-25, 2012, is an intense interactive think-tank experience focusing on business-critical topics. In addition to m-wallet, presenters and attendees will delve into customer engagement, mobile marketing/commerce/payments, measuring ROI, branding, leadership and strategies to heighten the shopper experience across all channels. Speakers include:

  • Ed Jankowski, SVP, GM, North America, Godiva Chocolatier “Are You a Serial Communicator?”
  • Dan Smith, former CIO, Hudson’s Bay Company “Redefine ROI: Recapture Millions”
  • Bill Bass, Co-President, CMO, Orchard Brands “Baby Boomer Opportunity”
  • Tom DeCaro, EVP, Supply Chain, Michaels Stores “Rethinking Leadership: A Diverse Formula for Success”
  • Leeann Fecho, Marketing Manager, Emerging Media, Loyalty Marketing, Follett Higher Education Group “Loyalty, Engagement & Other Omnichannel Challenges”
  • Michael Cairnes, President, Artistree (division of Michaels Stores) “Innovate & Take Your Custom Business Global”
  • Aashish Chandra, DVP, Application Modernization, Sears Holdings Corp. “Building an Agile Enterprise”
  • “Retail Top Issues” Panel featuring Ed Jankowski, SVP, GM, North America, Godiva Chocolatier, Charlie Cole, VP, E-Commerce, Schiff Nutrition plus one more retail panelist
  • Dave Remer, CEO, Creative Director, remerinc “What’s Wrong with Retail & Branding?”
  • Gil Luria, Managing Director, Equity Research, Wedbush Securities “Hottest Mobile Growth Sectors”
  • Gary Preston, Managing Partner, Preston | Reffett (former CAO, Ahold USA) “Retaining Critical Talent”
  • Stuart Silverman, Founder, Impact Simulations “Staff Turnover: Problem to Fix? Or Baked into the System?”
  • Bob Graham, VP, IT, BevMo!Pricing, Promotions & Loyalty”

Complimentary attendance for the Fall RetailConnections Business Executive Summit is limited to qualified retail executives and registration is via www.retailconnections.com

For more information, contact me  (773) 573-3939 denise@retailconnections.com or Marc Millstein (914) 620-5947 marc@retailconnections.com or visit our web site. For sponsorship opportunities, contact LuAnn Hallberg, (814) 516-4965 luann@retailconnections.com.

RetailConnections serves senior retail executives by hosting events that provide exceptional learning and networking. We believe the value of establishing new business relationships in person far outweighs other forms of communication. In this era when knowledge from all retail departments is intertwined, events that bring together top-level management from every function area deliver the greatest business insights.

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Do You Know How We Devour Digital, Mobile?

Thursday, April 26th, 2012

Quiz time!

Ethnic groups consume media and use mobile phones in different ways. Do you know how things trend? Test your aptitude and match the ethnic group with its distinctive digital behavior:

Which activity — a) text b) talk c) view — is dominant among African Americans? Asian Americans? Hispanics?

Not sure? Nielsen CEO David Calhoun would not be surprised. In fact, he is a little perplexed. Me, too. Here’s why:

The marketing and advertising research company is frequently asked about cultural attributes of consumers in other countries. “We hardly ever get asked what African Americans are doing in this country,” he said at a conference earlier this month. “I find that fascinating because the size and scale is significant.”

Calhoun says he is a big believer in the alignment of retail, brand and media. And yet, when he examines the last 54,000 new product introductions that Nielsen tracked or help plan and forecast, less than 1% of them were targeted to any multicultural interest. That’s opportunity lost, he told attendees at this month’s Global Retailing Conference, hosted by the Terry J. Lundgren Center for Retailing at University of Arizona.

And now, quiz answers, courtesy of Calhoun:

“Talk” is a top activity for African Americans using their mobile phones. On average, this group burns through 1,300 minutes a month. That’s 2 times the norm. Among Hispanic consumers, “Text” is the right answer; Hispanics text more than any other ethnic group — 940 times a month. For Asian-Americans, “View” is the correct answer. Asian-Americans log 80 hours on the Internet each month and view some 3,600 web pages. That’s 3.5 times more than any other group. Asian-Americans are big on streaming video, too. Check out Nielsen’s full report on the New Digital American Family.

Consumers’ digital behavior and media consumption habits are going to be hot topics at the upcoming RetailConnections Mobile Impact Summit, June 24-26, at Hotel Palomar in Dallas. Attendance is complimentary for retailers. Executives from J.C. Penney, Safeway, New Balance, Dots, AAFES, BJ’s Wholesale Club, H-E-B Grocery, Bare Necessities, Kroger, Whole Foods Market are among those who’ll join us.

You can view Mobile Impact Summit agenda, speaker and session descriptions here. And register here. See you there!

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SRO Turnout Expected for Mobile Workshop

Thursday, January 26th, 2012

“We need more chairs!”

Those four words are inevitably bellowed whenever Bernie Brennan and Lori Schafer convene senior retail executives for a group discussion on retail strategy. The room is packed to capacity.

A standing-room-only crowd is expected again next month, when these social media/mobility seers team up Feb. 26, for “Mobile-ize! Mobile Priorities for 2012,” a workshop offered at the Fifth Annual RetailConnections Business Executive Summit in Miami.

We need more chairs!

Bernie Brennan

Brennan and Schafer, co-authors of “Branded! How Retailers Engage Consumers with Social Media and Mobility,” are astute observers of social and mobile strategies deployed by the industry’s most successful retail companies. Their encyclopedic knowledge of what’s working today (and what’s not) will serve as the launchpad for an unscripted, lively group discussion among senior retail executives from across all verticals.

“Based on anticipated turnout for this workshop, we are trying something a little different this year,” said Marc Millstein, president and founder of RetailConnections. The Brennan/Schafer workshop will be featured twice during the Summit, to accommodate all attendees who want to participate. “We don’t want to shut anybody out of this popular session due to space limitations,” he added.

Lori Schafer

The RetailConnections Summit workshops are offered on the opening day of the Summit, Feb. 26-28, 2012, and serve as an effective jumpstart to a series of keynotes, panel discussions and networking activities.

For more information about the Summit workshops and full agenda, and to register, visit our site.

The Summit gets under way at the Turnberry Isle Hotel & Resort in Aventura, Fla. (Miami). Rooms are nearly sold out, so call me if you haven’t booked your room yet.

See you there!

Denise

 

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The M-Commerce Tipping Point Is Now

Monday, May 9th, 2011

By Jane Randel, SVP, Corporate Communications, Brand Services, Liz Claiborne

With the age of the PC declared officially over — smartphones outsold PCs for the first time in 4Q 2010 — American retailers are all asking the same question: When will the m-commerce tipping point arrive? The answer is, it’s happening now. But to emerge as true mobile commerce winners, smart marketers will still need to overcome numerous barriers to mass consumer adoption.

What exactly is m-commerce? To find out, we recently interviewed consumers at America’s top retail centers and malls, from New York’s SoHo and Fifth Avenue districts to The Grove and Santa Monica Place in Los Angeles. What we discovered is that consumers limit their definition of m-commerce to the actual act of making purchases via mobile phones. We also learned something unexpected. Consumers are surprisingly self-conscious about their phones’ capabilities and perceived limitations when it comes to m-commerce — specifically around purchasing. Two factors are driving this phenomenon.

First, some smartphone users have a bad case of device envy — you could call it the “if I had an iPhone” syndrome. Most often Blackberry owners, these shoppers simply do not believe their smartphone is up to snuff when it comes to surfing the mobile Web or using shopping-enabled apps.

Second, users of traditional mobile phones generally — and incorrectly — believe their phone is not m-com enabled. Even if they are aware of their device’s capabilities, they do not believe they can afford the necessary data plan.

With AT&T launching the first tiered data plans last year and T-Mobile introducing $10 per month data plans last month, this is one problem that will take care of itself, and another important reason the tipping point is now.

Despite consumers’ self-consciousness about their smartphones’ supposedly limited capabilities and their very literal view of m-commerce as purely purchase-driven, many are already incorporating these always-at-their-sides devices into their shopping routines — even if they don’t know it! They use their smartphones to scout out store locations, look up competitors’ prices and snap photos of potential purchases to share with friends and family.

Smartphone users are, of course, making certain purchases on their devices. They tend to be inexpensive, commoditized and time-sensitive items, such as movie tickets or exclusive, act-now deals. What works is what’s easy and immediate.

Right now, apps, more than anything else, are enabling these transactions. User-friendly, intuitive and efficient, with pre-populated credit card and shipping fields, apps let consumers buy seamlessly, rather than struggle with entering account numbers on an iPhone, something few want to do in the heat of the shopping moment. Amazon, eBay, Gilt Groupe, Fandango and Flixster are putting apps to work successfully today.

But apps have drawbacks. Who wants to download a separate one for every store where you might shop? This is where the mobile web can and should come into play.

Unfortunately, many mobile sites tend to fall short right now. They are often oversimplified and lack the full functionality of traditional e-commerce sites. Worse yet, they are not optimized for phone browsers — slow to load, with broken links and menus that don’t fit small screens.

So, where does this all leave us? Well, with smartphone users already making time-sensitive purchases, data-plan prices coming down and more sophisticated devices on the way, it’s clear the m-commerce tipping point is upon us. Smart marketers need to concentrate on making it easier for smartphone users to find what they want, where and when they want it. The key will be mixing and matching the best of the mobile web and apps, from easy-and-fast downloads to geolocation and store locator features to social media integration, multiple platform compatibility and more.

For those that can get it right, the mobile commerce possibilities are boundless — with transactions literally taking place any time, everywhere.

Jane Randel is Senior Vice President, Corporate Communications & Brand Services for Liz Claiborne Inc.

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Voice Your Privacy Concerns with FTC — Then Hear Macy’s Enright Put it all into Context

Monday, January 3rd, 2011

The explosion of mobile and social marketing gives rise to endless questions regarding privacy and protection of consumers’ sensitive data.

And now is the time to voice your opinions about some of the most pressing privacy matters under review by the FTC. The FTC’s public comment period on privacy guidelines continues until Jan. 31, 2011. And next month, Macy’s Chief Privacy Officer Keith Enright will bring his insightful perspectives to Miami, where he’ll deliver a keynote at RetailConnnections Business Executive Summit.

Macy's Chief Privacy Officer Keith Enright

The timing is phenomenal. Enright’s talk on Feb. 28, 2011, comes just as the FTC readies next steps for its draft privacy report, “Protecting Consumer Privacy in an Era of Rapid Change.” Billed as a proposed framework for business and policymakers, the exhaustive document highlights a number of issues that merit discussion. Among the privacy issues that bubble to the top:

• Should teens, often unaware of the consequences of sharing personal information, be considered “sensitive users,” and therefore be protected by more rigid consent procedures?

• Do you support a “Do Not Track” mechanism that gives consumers control over behavioral advertising targeted at them? Will an opt-out site like this beta work?

• What constitutes sensitive data? If people post their own personal information on public social networking sites, can that information be regarded as “private” and “sensitive”?

• What types of disclosures and consent mechanisms would be most effective to inform consumers about the trade-offs they make when they share their data in exchange for services? How do you manage informed consent in a mobile context, recognizing form factor limitations like a small display screen and the number of third parties usually involved with mobile apps?

• What is the probable impact if large numbers of consumers elect to opt out of online behavioral advertising?

Macy’s Enright says new proposals under consideration by the FTC can have far-reaching implications for how retailers market to consumers and he’ll address those at the RetailConnections Summit. Retail executives — VP level and above — who want to join us at the Summit can click here.

There’s many more pressing privacy issues raised in the FTC document and the public comment period concludes Jan. 31, 2011. The FTC invites you to offer your input and you can do by clicking here.

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Retail’s Online Odyssey

Tuesday, November 9th, 2010
Sears Is Doing Much More With Social Media

Sears new social version puts a twist on a time-treasured tradition

Following weeks of dire reports from industry analysts and economists regarding the holiday shopping season — the National Retail Federation is forecasting a modest 2.3 percent gain in sales this season — Forrester Research Inc. releases a report this morning saying it expects online sales to increase 16 percent to $52 billion.

“Consumers are showing a willingness to spend this season,” said Sucharita Mulpuru, Forrester Research vice president and principal analyst, in a statement. “And, almost universally, online retailers expect their holiday sales to increase this year over last year, showing industry-wide optimism.”

The report found that the online consumers surveyed said “they will make 37 percent of their purchases via an online channel this holiday season, compared with 30 percent in 2009.” Moreover, 80 percent of retailers who were surveyed in a separate report for the third quarter said “their gross online sales increased year over year for Q3,” which Forrester said was “a likely indicator that the trend is primed to continue.”

This bright and cheery outlook nicely echoed a third quarter conference call with Priceline.com executives who delivered robust sales and profits yesterday. No pun intended, but results were sky high for the online flight and travel site. Gross profits in the quarter soared over 53 percent to $666 million. Bookings were robust, even in North American. Management said the company “saw strong performance in our key European markets that was likely to some degree also helped by diminished concerns over sovereign debt issues. Our continual efforts to improve the user experience on our websites are also a contributing factor.”

For my part, that last point is a key takeaway for anyone looking to build online sales. It’s the experience that matters most — especially for online shoppers who can be more easily distracted, disappointed and deterred from not only visiting your site, but buying something too.

This is one reason why I think Sears will score well this holiday shopping season. The retailer just rolled out its new Wish Book , which is mostly focused on the retailer’s website. More exciting is how the retailer is leveraging social media this year. In a statement this morning, Imran Jooma, president of eCommerce for Sears Holdings, said the “Wish Book makes holiday shopping easier, more convenient and provides a new social element for our customers. While print and electronic versions of the Wish Book are still available, the new social version puts a twist on a time-treasured tradition. It’s your Wish Book, your way.”

So what does that mean? Well, if you check out the site here , the first thing you notice is that the page is full of faces. Shoppers’ faces. Users who sign up can follow “top shoppers” and see top scoring gifts. Other bells and whistles include apps for iPads and smart phones. It’s shopping on the go.

Bottom line is that retailers — big and small — have a chance to capture more sales this year by rethinking their online strategy. It’s not too late to tweak your efforts. Put yourself in the shoes of your customers and imagine what kind of online experience you would like to have. And if you’re not using social media tools such as Facebook or Twitter, get crackin’.

Arthur Zaczkiewicz is a columnist for RetailConnections as well as a freelance journalist and editor, and has previously served as senior editor, financial, of Women’s Wear Daily (WWD). As a reporter and writer, Zaczkiewicz’s work has appeared in WWD, WWD The Magazine, WWD Scoop, DNR, Footwear News, Home Furnishings News, HomeWorld Business, Hotel Business, Newsday, the Times Herald-Record, New York House magazine, Retail Traffic, BNET, Specialty Insider magazine and Ulster Publishing. He has also appeared on CNBC’s On the Money and on Northeast Public Radio.
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Delays, Discovery, Data Analytics and Fried Fat Balls

Wednesday, October 27th, 2010

There are worse places to get stranded.

Hiking trails and winding roads are framed by fall colors at SAS' Cary, NC, headquarters campus.

When Tuesday’s “Great Lakes Cyclone” (or the snappier “Chiclone“) canceled my flight home from SAS’ sprawling headquarters campus in Cary, N.C., my first thought was: what about that quadruped I adopted the day before? Sure, my husband is there to kittysit but I am missing all the fun of watching that furball figure out his new surroundings.

Discovery is a fascinating thing. While this little bluepoint baby was learning how to push buttons of my very rattled resident cat in Chicago, I was soaking up my own revelations during SAS’ Media Day, the precursor to SAS’ Premier Business Leadership Series under way this week in Las Vegas. Some 600 attendees are expected to turn out to learn how companies like Chico’s FAS and Harrah’s Entertainment are exploiting data analytics to make better business decisions.

Interest in “unstructured data” – that being information generated by video, voice, in-store encounters with customers and dialogues occurring across social networks – is on the rise. Companies are driven to harness this intelligence to better understand and engage consumers. Only 5% of data is structured, Jim Davis, SAS senior vice president and chief marketing officer, told about 30 editors and analysts before the whole group jetted off to Las Vegas. That leaves a boatload of untapped (un-understood?) data out there.

The desire to exploit unstructured data is not all that new. More than five years ago, Saks EVP and CIO Bill Franks talked about mining unstructured data to identify merchandising opportunities. “Right now, we throw a spear in the darkness and if we hear a scream, we know we hit the enemy,” he said. The challenge with unstructured data is figuring out how to collect, clean, categorize, analyze and apply it in useful ways. This is harder than extracting data generated by transactional systems. And if you’re in a highly distributed environment, good luck with that.

The vast majority (75%) of companies do not know where in the social media universe their most valuable customers are discussing their brand; 31% do not measure effectiveness of social media; only 23% use social media analytic tools; and a scant 7% integrate social media into marketing activities. These are among findings that surfaced when 2,100 Harvard Business Review magazine subscribers were surveyed on behalf of SAS. “The New Conversation: Taking Social Media from Talk to Action” was released today.

Over lunch in the SAS cafeteria, Chico’s CIO Gary King told me he has interest in unstructured data but the focus on analytics now is on campaign management and cultivating the online shopper. Although online shoppers generate just 7% to 8% of sales at Chico’s, they represent 3x the spend of in-store shoppers, when viewed in terms of lifetime value.

“This idea that a customer only wants to interact with you in one channel is falling by the wayside,” he told editors and analysts at Tuesday’s Media Day.

Chico’s, which also sells under the Black House | White Market apparel and Soma intimates brands, has gathered useful insights on fit and quality via Facebook. King said the company also works hard to engage influential fashion bloggers by reaching out and emphasizing differentiating factors of concepts and merchandise.

Just announced today: To help retail marketers enhance customer engagement on Twitter, SAS will launch its SAS Conversation Center in January 2011. The software module, which complements its Social Media Analytics application, captures Tweets in real time and identifies the most influential posts based on metrics like volume of content created by the Tweet author and how often their content is perpetuated by others in the Twitter community.

Two more takeaways from SAS Media Day:

• A bus tour of SAS’ 350-acre campus where 4,600 people work demonstrates there are companies that care for their workers. On this beautifully landscaped property, employees and their families have access to many fitness options (swimming pool, tennis courts, gym, hiking trails, soccer fields), three cafeterias serving healthy fare, subsidized day care, two Montessori schools and a health facility where you can get minor surgery done on your lunch hour. You can even get your car detailed without leaving the grounds. An army of landscapers, custodial workers and two resident artists are on staff – not outsourced – to maintain an idyllic environment. This feeling of “calm” made my extended stay far more bearable than being stuck in, oh let’s say, Bayonne, N.J.

• A popular new delicacy in Texas is deep-fried butter nuggets. Deep. Fried. Butter. That most definitely trumps the cheese curds I discovered in Door County, Wis., last year. Not really relevant to business analytics but Laura Brumley, my indefatigable SAS liaison from the Lone Star State, enlightened me so I am compelled to share. Come to think of it, butter nuggets may actually have a significant role in data analytics for retail. Apparel retailers trying to master size optimization and refine pre-packs can analyze the popularity of butter nuggets in a given geographic location, and …poof! That’ll tell you how many size 2s you need for a San Francisco store location and how many size 14s you need in Dallas. Elvis, a fan of Las Vegas and deep fried Twinkies, would approve. So would Atticus, who was waiting for me when I got home.

Atticus

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A Mobile Holiday

Thursday, October 14th, 2010
mobile ecommerce

This could be the holiday season that mobile retailing really takes off

As smartphones gain mainstream appeal, 2010 could be the holiday selling season that mobile retailing comes into its own—much like online retailing did over a decade ago.

Retailers have been coming up with myriad ways to tap consumers on their web-enabled devices, looking to generate sales from shoppers on the go.

So this holiday season, we’ll see a host of new mobile-commerce sites and mobile apps designed to whet shoppers’ bargain-hunting appetites.

Retailers will also increasingly target consumers when they’re already strolling the store aisles to sway purchase decisions.

For example, a shopper will check into a store on their smartphone, hunting down that hot holiday toy. The retailer will recognize the customer, know how many times she’d shopped the store over the past few months, reward her with a 30-percent off coupon just for showing up, and offer a special promotion based on her buying history.

More apps will boast barcode scanning functions that enable shoppers to access customer reviews on a product by scanning that item with their mobile device.

Indeed, just as it has become commonplace for shoppers to research a product online before buying it in a brick-and-mortar store, retailers are now working to stoke a new habit: getting consumers to research a product at the point of sale (then hopefully buy it).

Then there’s the whole social-shopping aspect of the equation: the convergence of social networks and mobile devices.

People will share product images and holiday gift ideas with friends and family on sites like Facebook, get their opinion in real time and then make a purchase—all from the computer in their pocket.

Barbara Thau has been covering the retail industry for 15 years, currently as a contributing writer for CNBC.com, STORES magazine and Specialty Insider magazine.
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