Confessions of a Shopaholic: How Digital Connectivity has Changed the Shopper
Presented at Dx3 Canada in Toronto ON, March 6th, 2013
The term “shopaholic” used to be associated with images of someone out of a Sophie Kinsella book parading through a mall overburdened by shopping bags and a desire to try on as many outfits as they could over a 9 hour period. Well, things have changed. Armed with pre-shop research, mobile intelligence, virtual dressing rooms and deal locators, the new shopaholic is a different kind of shopper.
1. Confessions of a Shopaholic:
How Digital Connectivity has Changed the
Shopper
Dx3 Canada – Toronto, ON
March 6th, 2013
Presented by: Ian S. Cruickshank
27. The Cloud
―The computer industry is the only industry that
is more fashion-driven than women's fashion.
Maybe I'm an idiot, but I have no idea what
anyone is talking about.
What is it? It's complete gibberish. It's insane.
When is this idiocy going to stop?‖
Larry Ellison, CEO
Oracle Corporation
33. The Loyalty Loop
Harvard Business Review -
2010 David Edelman - McKinsey
& Co.
34. Information Overload
Prod uct Search Ret ailer W eb sit es Prod uct Review W eb sit es
Barcod e Scanners Brand W eb sit es Business Review W eb sit es
40. of 40
attributes - including Price and
Brand Perception
41.
42. The Gap in thinking
Consumer reasons Our perceived reasons
61% Discount New product info 73%
55% Purchase General info 71%
53% Reviews Submit opinion 69%
53% General Info Exclusive Info 68%
52% Exclusive Info
Reviews 67%
51% New product info
Feel connected 64%
49% Submit opinion
37% Customer service Customer service 63%
34% Event Participation Submit product ideas 63%
33% Feel Connected Part of a community 61%
30% Submit product ideas Purchase 60%
22% Part of a Community Discount 60%
43. The Gap in thinking
Consumer reasons Our perceived reasons
61% Discount New product info 73%
55% Purchase General info 71%
53% Reviews Submit opinion 69%
53% General Info Exclusive Info 68%
52% Exclusive Info
Reviews 67%
51% New product info
Feel connected 64%
49% Submit opinion
37% Customer service Customer service 63%
34% Event Participation Submit product ideas 63%
33% Feel Connected Part of a community 61%
30% Submit product ideas Purchase 60%
22% Part of a Community Discount 60%
44.
45. How Digital is your Industry?
Books Fashion Grocery
PRICE
Prices often lower online
5 3 1
Digitized products create lower cost
5 1 1
Value of price comparison
5 3 2
SELECTION
Value of broad selection
5 4 3
Value of customization
2 3 1
Searches in stores often futile
4 3 2
46. How Digital is your Industry?
Books Fashion Grocery
CONVINIENCE
Research and information intensity
5 3 2
Web tools trump store experience
4 2 2
Ease of delivery and returns
5 3 1
TRUST
Reliability of product description
5 2 2
Frustration in stores
4 4 2
Trust online retailers
5 3 1
47. How Digital is your Industry?
INDUSTRY TOTAL
Books 54
Fashion 34
Grocery 20
So what about your business?
50. Savvy as Online Shoppers
➜Launch an eCommerce website
➜Make your site mobile-ready
➜Publish you product feed to multiple
shopping engines
➜Measure Everything—Usage, Fans,
Engagement, Popularity
➜Deliver exceptional service—It’s your
online reputation
51. Launch an eCommerce Site
➜Get your products online
➜Keep it accurate & current
➜Offer lots of product details
➜Add user reviews
➜Offer stock inventory details
➜Enable microformats
➜Offer online purchase, offline
pickup
➜Run online-only promotions
53. Be Mobile Ready
➜Your site needs to work
in Mobile
➜Don’t use flash or java
➜Focus on usability
➜Must load quickly
➜Integrate with native
functions (maps,
phone, email)
54. Publish a Product Feed
➜A product feed is a
file containing
information about the
product list on an e-
commerce website
➜Search Engines
➜Affiliate Website
➜Shopping Comparison
➜Marketplaces
60. Ian S. Cruickshank
Chief Revenue Officer, Wishpond
@ian_Cruickshank
ca.linkedin.com/in/iancruickshank
Or just call me 1.778.997.9474
Notas do Editor
Opening film clip from Confessions of a Shopaholic: http://www.youtube.com/watch?v=gc-eqqiDKD8
Source:Comscore
Source: Comscore
Source: Comscore
Source: Comscore
Source:Motorola Solutions 2012
Source:Motorola Solutions 2012
Source:Motorola Solutions 2012
Source:Ipsose Reid, Canadian Inter@ctive Reid Report
Source: Econsultancy
Source: Econsultancy
Source:ClickZ
Source:ClickZ
Source: Google
Source: BIA/Kelsey
Source: Patrick Spenner and Karen Freeman from Corporate Executive Board.
Source: IBM Institute for Business Value
Source: IBM Institute for Business Value
Source: The Future of Shopping by Darrell Rigby
Between 30 and 35 – Digital Capabilities are or will soon be of key interest for your company. Under 30 – Take advantage of digital tools to drive traffic and differentiate yourself from your competition.
Future of Shopping Link: http://www.youtube.com/watch?v=jDi0FNcaock