Assess Your Digital Store Functionality

Michelle Beeson

The role of the store is changing. Consumers are increasingly able to research products and services they are interested in buying, via their own digital devices, anywhere they choose - whether it’s browsing on their tablet while watching TV or their smartphone during the morning commute.

Customers often arrive in store armed with a wealth of information, which can put sales associates on the back foot. Retailers are currently exploring how to bring digital capabilities in store to improve customer service and engagement – both via their sales associates and directly to customers. But retailers must not get side tracked by shiny new “star wars” style technology. For digital store experience technologies to be successful, they must integrate with enterprise wide systems and have a tangible impact on in-store customer experience and/or operations.

To help digital business executives assess their digital store capabilities, Forrester has developed the Digital Store Functionality Benchmark as part of the Digital Store Playbook 2016. In this new benchmark Forrester assesses 20 retailers across the US and the UK for their use of in-store digital technology to support customer engagement and service as well as store operations.

Key takeaways from the evaluation are:

It Is Early Days For The Digital Store. Retailers are just starting their digital store transformation projects, with 16 of the 20 retailers scoring less than 50 of a total of 100. Many are still developing supporting technology and in the process of piloting various applications for new technology in-store.

Read more

Your Customers Have Abandonment Issues

Brendan Witcher

Omnichannel fulfillment services have indubitably piqued the interest of today’s retail leaders; nearly one-third of the retail organizations we surveyed already support “buy online, pick up in store” (BOPIS) functionality or have plans to implement the technology by the end of next month.  However, proponents of omnichannel fulfillment are starting to recognize that simply offering services like BOPIS does not in itself lift the bottom line. eBusiness professionals must actively ensure that these initiatives are driving real profits for their business, leaving no stone unturned in their quest to maximize conversion and minimize costs.

In our new report Abolish Abandon Rates For In-Store Pickup, Forrester explores how BOPIS order abandonment—or situations in which BOPIS users cancel or fail to collect their purchase from the store—threatens the success of these programs due to lost sales, unnecessary layaway of inventory, wasted associate time, and sunk interchange fees. We provide insights into why and how frequently customers abandon their orders, as well as the actions you can take to increase BOPIS profitability. Our research indicates that:

  • "Buy online, pick up in store" no-shows are more common than you think. BOPIS users canceling or failing to collect their online purchases from the store is a shockingly frequent occurrence. Indeed, 29% of US online adults who have used “buy online, pick up in store” services in the past three months have abandoned at least one BOPIS purchase in this time frame. And if your company targets Millenials, the prognosis is even worse: 38% of BOPIS users ages 18-24 and 48% of users ages 25-34 have failed to collect at least one BOPIS purchase within the past three months.  
Read more