Hello, there! My name is Kathryn Howe, and I’m a senior advisor in Cisco’s Retail Industry Practice. I am joining this blog to write regularly on my favorite topic and one of today’s hottest retail trends: Shopper behavior analytics and how they can support omnichannel selling.
Your store is probably among those that are collecting and analyzing masses of data about customers, products, and store operations to earn additional revenue and savings. The challenge of this big data, of course, is that metrics don’t mean much unless the store has access to the right data to meet your specific business needs. But when you do, such metrics become a powerful tool to create efficiencies and support your omnichannel strategies.
Most of the retailers I meet are extremely enthusiastic about the idea of utilizing shopper analytics technologies to generate deeper insights they can use to better manage their businesses -- but aren’t too sure of how to do it. However, the truth is that the use cases for analytics in the store are almost infinite. As just a few examples, you can:
Predict resource requirements
Retailers can use analytics tools to measure traffic, wait times, and queue lengths, proactively anticipating resource demands across the store. For example, front-end staffing demand in grocery can be anticipated using a combination of real-time traffic counting, trip time data, and data on staff on hand. Resources are thus dynamically allocated based on real-time information, improving productivity of labor hours and improving customer satisfaction.
Drive traffic to the store
Through presence and location-based mobility analytics, retailers pinpoint the location of opt-in shoppers when they are close to a store location. With personalized reminders or discount offers sent directly to their smartphones, consumers are more motivated to visit the store if they are nearby.
Retailers can leverage customer showrooming by providing real-time discounts and price matching on the shopper’s mobile device based on their location in the store. For example, analytics from mobile or video may detect high wait times in a department or category. In response, the store can alert staff to offer immediate assistance, or send a personalized offer to the shopper’s mobile device. This turns showrooming from a threat into a promotional opportunity, improves the shopper’s opinion of the store, and builds a strong long-term relationship.
I recently authored a white paper that addresses these and many other use cases, which you can find here. For a dynamic conversation on these and other analytics topics, please join us on June 25 for a free hour-long webcast on real-world analytics. It’s being hosted by Cisco and a group of our partners to discuss how to optimize operations and workforce efficiency, increase marketing effectiveness, and strategize for Analytics 3.0. See you there!
Tags: analytics, Cisco, journey, Kathryn Howe, retail, shopper
Sooner or later we all feel like throwing up our hands and cursing the complexity of modern life. But while technology may seem the chief culprit in making things unmanageable, it is also the ultimate solution to complexity.
In the Internet of Everything (IoE) era, it is particularly important for business leaders to understand the power of technology to simplify our lives and support informed decision making. And this was a core theme at Sapphire Now 2014, an event in Orlando, Fla., that I was privileged to attend last week.
By using network technology to integrate people, process, data, and things, IoE counters complexity in unprecedented ways. In a city, this can involve something as simple as cutting the time it takes to find a (connected) parking space. Or IoE technologies can scale up to reroute traffic lights; for example, to head-off highway backups before, during, and after a large event.
In a brick-and-mortar retail setting (a key area of discussion at Sapphire Now), IoE can alleviate the complexity of managing customers, staffing, and products. With data from multiple sources comes heightened, real-time awareness, empowering managers to react faster than ever. For example, they can then stock shelves and reorganize staff in response to constantly changing levels of demand. With predictive analytics they can even respond before a customer rush begins.
The idea of hyper-aware, real-time decision-making resonated during a Sapphire Now panel discussion titled Thrive in the Digital Networks of the New Economy. I was honored to share the panel with such luminaries as Erik Brynjolfsson of MIT; Michael Chui of McKinsey Global Institute; and Jai Shekhawat, Deepak Krishnamurthy, and Vivek Bapat of SAP. And there was much discussion on the impact of bad decisions on failed organizations. Which is why we all take such an interest in technology that enables good ones.
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Tags: asset utilization, Big Data, Cisco, Cisco Consulting Services, connected supply chain, customer experience, decision making, employee productivity, innovation, Internet of Everything, internet of things, IoE, IoE Value Index, IoT, Manufacturing, retail, Smart Cities, supply chain, value at stake
Everybody’s talking about 802.11ac, but we’ve sensed some confusion for next steps as far as how CIO’s and IT organizations should be approaching the new standard.
Should I move to 802.11ac?
You’re probably thinking: Chris, you’re a leader at Cisco, of course you want me to migrate to 802.11ac. That, my friends, is where you are wrong. There is no simple answer to the question of whether you should move your network to 802.11ac. Here’s my simple rule of thumb:
There is no premium for 802.11ac from Cisco. If you are deploying new Access Points’s today, you should be buying 802.11ac. If you’re not buying, you are probably satisfied with your network and how it will handle the growth of more and more clients associating with your network and the bandwidth demands that come with that client demand. If you feel you have a plan to handle this demand, then you are one of the few that can pass on 802.11ac.
That said, there is a strong ramp up for Cisco 802.11ac products in the market, the AP3700 is the fastest ramping access point in our history and we have yet to see if the AP2700 will claim that crown in the coming months. ABI Research estimates that currently 50% of new device introductions are 802.11ac enabled, a statistic expected to increase to 75% by the end of 2015. This is enough proof of the overwhelming interest in adding the benefits of 11ac to networks. Let’s take a step back and consider the basics of why people are moving to the new standard.
Today, everything is about getting what we want, when we want it. Instant gratification. It’s not just the millennials—we’ve all been conditioned to expect things within seconds. Could you imagine the days pre-Internet if you had the capability for on-demand movies? Read More »
Tags: 11ac, 11n, 802.11, 802.11ac, 802.11n, access point, AP, bandwidth, battery life, CIO, Cisco, client, consumer, dell'oro, deployment, device, education, End User, GHz, gigabit, HD, HDX, high density, IEEE, IT, laptop, macbook, mbps, Mhz, migrate, migration, network, networking, optimization, performance, retail, rf, Scalability, scalable, smartphone, spectral optimization, spectrum, standard, technology, university, visibility, wi-fi, wifi, wireless, wlan
Mobility trend in Hospitality
A recent TripAdvisor survey found that over 40% of travelers use their smart phones to plan a trip and over 46% use their smart phones to enhance their trip while traveling.
No longer is it just an idea or an aspiration for the hospitality industry to use innovative methods to engage with their guests, for example Marriott Hotels, just this year, announced the addition of mobile checkout to its industry-leading Marriott Mobile app for smartphones. Clearly mobile check-out is just the latest innovation from the brand as a new service designed for today’s connected travelers. Read More »
Tags: ad, advertising, App, application, business, business insider, Cisco, clothing, cmx, connected mobile experiences, consumer, content, context, coupon, customer, customize, data, device, evolution, grocery store, habit, hospitality, hotel, IDC, Industry, landscape, location, location services, location-based, macro, market, mobile, navigation, offer, personalize, phone, Real Time, realtime, retail, rtls, services, show-room, show-rooming, showroom, showrooming, smartphone, store, technology, travel, venue, wayfind, wi-fi, wifi
Digital innovations have upended many assumptions about the art of buying and selling. But the brick-and-mortar retail store is far from extinct. And while digital technologies continue to disrupt traditional business models, they also present retailers with exciting opportunities to make their stores more immersive, interactive, and, well, digital.
Recently, I had the privilege of discussing the future of the retail store with Doug Stephens, one of the world’s foremost retail industry experts and author of the book, The Retail Revival: Reimagining Business for the New Age of Consumerism. Listen to the full interview here.
As Doug describes it, “media is becoming the store and the store in essence is becoming media.” In short, he argues that the store itself has to embrace many of the capabilities and services that have made online retailers so successful, while retaining and enhancing some of the advantages of the physical retail experience. The store should become a “high-octane experience,” as Doug puts it.
I wholeheartedly agree. In the Internet of Everything (IoE) era, an explosion of new connections is driving new sources of value. And the physical retail store can capture these new sources of value — just as their online counterparts have.
The key lies in blending the two experiences in a seamless manner.
As in-store consumers, we expect to interact with a product viscerally in a physical retail setting; online we enjoy access to rich product content. Combining the two will go far to engage and convert consumers while cementing brand loyalty.
Here are a few of the ways in which retailers are creating new digital in-store experiences:
- Data analytics present a precise picture of an individual shopper, their online research and shopping history, and their real-time, in-store browsing, as tracked through their smart device and/or in-store video.
- Wi-Fi and mobile technologies enable new connections during each step of the shopping journey, offering real-time prompts, expert advice, and incentives to “seal the deal.”
- RFID tags and other sensors — combined with data analytics — provide precise tracking of products and inventory and enable such in-store experiences as “magic mirrors” and digital signage. These utilize detailed information on individual shopper behavior and buying history to transform the real-time experience.
Doug and I agree that, moving forward, it will be essential for retailers to gain the trust of consumers. If they are to be tracked in-store and engaged in real time, customers will need to feel confident that retailers are fully transparent throughout the shopping journey.
Surveys show that consumers have their doubts about sharing data. But when trust is established and clear benefits and value are established, they are willing to op-in. In effect, the nature of the exchange has to be clear, and education is crucial. Then, the full power of merging digital technology with the brick-and-mortar world will be evident.
The end result, I believe, is a win-win for retailers and customers alike.
But the key for retailers is to lead not follow. Waiting to see what other retailers are doing is not an option. Through data and analytics, they can get to know their customers better than ever. And by knowing their wants and desires, create a digital in-store experience that is more exciting than ever before.
For more on innovation in retailing check out our new BizWise video to learn how one mall owner has transformed relationships with shoppers using an omni-channel approach.
Tags: Cisco, Cisco Consulting Services, Internet of Everything, IoE, retail, sensors, tracking devices