Over the past few months, I traveled to several different eCommerce- and retail-related conferences, including events in Brazil, China and Colombia. The eCommerce markets in these countries are wildly different, yet a few common themes emerged at the events, especially in relation to omnichannel:
Retailers aim to leapfrog with their omnichannel initiatives. In all three markets, there are a number of traditional retailers that are just launching or building out their eCommerce offerings. Given that these retailers are starting with a clean slate when it comes to digital initiatives, they are aiming to forego the siloed approach that many US and European retailers took when they launched eCommerce. Instead, as these retailers look to develop or expand their eCommerce initiatives, they seek to create integrated offerings across all of their channels that emulate best-in-class omnichannel offerings around the globe.
Last night we held an event here in New York in which VP & Principal Analyst Peter Sheldon presented some of his recent research on the new omnichannel imperative. He talked through the state of omnichannel retail today, why omnichannel is now essential for retailers and which changes retailers must make in order to drive their omnichannel initiatives forward. A few takeaways from the event:
Online sales and web-influenced sales now represent the majority of all retail transactions in the US. This year’s $3 trillion US retail market is dominated by a combination of online transactions and offline transactions influenced by online research (our colleague, Sucharita Mulpuru, documents this trend in our cross-channel retail forecast). Peter pointed out that high-value purchases tend to be the most heavily researched, with some categories like cars seeing extraordinarily high levels of online research prior to purchase.
Retailers are thinking creatively about in-store pickup. Today’s in-store pickup initiatives vary greatly in terms of execution: Not every retailer has determined it’s best to place in-store pickup areas in the back of stores, forcing consumers to walk past a variety of potentially tempting products en route to the pickup area. In Canada, for example, Future Shop (a division of Best Buy Canada) offers items for pickup within 20 minutes of the order being placed online and provides a separate pickup area just inside or outside the front of retail stores. Consumers don’t spend precious time waiting for pickup and navigating to hidden-away pickup areas – instead, the idea is to provide them with time to shop after collecting their purchase.