eCommerce & Merchandising

The Demise of the Physical Store

Share this post:

We have all seen headlines: the statistics that show consumers are making more purchases than ever online, so much so that, eventually, we will no longer have physical stores. However, that headline is becoming yesterday’s news as the conversation is starting to change. Of course, there is no doubt that online shopping will continue to grow. But there is also proof that the physical store works hand in hand with the digital store.

A recent customer expectations study shows that 85% of the respondents consider the ability to return an online order to a store important enough to shop one retailer over another. Retailers are realizing the value of providing seamless omni-channel experiences to their customers and are scrambling to ensure they have the technical foundation in place to support it. But in this hurry to meet ever-expanding customer expectations, many brands are missing one critical component: the importance of the store associate in supporting the omni-channel shopping experience.

The store associate is vital in providing a positive experience for the customer; however, they do not always get the tools they need to perform this critical piece of their job. A 2015 Bureau of Labor Statistics metric shows for retail segments where omni-channel is relevant, the percentage of overall employees (i.e., not just those in stores) that are aged 16-24 averages 25% — with various apparel segments ranging from 40-51%. This young and often inexperienced employee is no long just being asked to stock shelves. They now must be able to find out of stock items in other locations, pick and pack items for shipment from store, and provide personalized and relevant offers to each customer that walks through the door. The good news is that there are mobile tools available that can help walk the store associate through each one of these tasks. These new tools make suggesting relevant offers and promotions a lot easier, which makes the customer’s shopping experience more pleasurable. Using the customer’s browsing and order history, along with what’s in their online cart, it then suggests offers that make the most sense for them. With this assistance, the Associate is no longer “flying blind” – they have all of their information at their fingertips, so they can make better suggestions a lot more quickly.

Ready to hear about how to put these kinds of technologies to work in your brick and mortar store? Stop by IBM Amplify in Las Vegas starting on March 20th to see multiple presentations and demos of how store engagement solutions can help improve your overall omni-channel offerings and increase in-store sales.

Because what happens in Vegas stays in Vegas, we won’t tell anyone if you escape another conference to come visit Amplify and learn how you take your customer experiences from merely amazing to “wow” with cognitive and Watson Customer Engagement! If you are attending the Adobe Summit or Shoptalk you are invited to register for Amplify 2017. To get your free pass just send a note to to get your promo code.

In the meantime, take a look at the Store Engagement offerings available at Amplify in this session guide.

We look forward to meeting you at MGM Grand in Las Vegas March 20-22. Register for the conference today and follow IBM Amplify with hashtag #IBMAmplify

More Events Stories

IDC: The Future of Supply Chain

What are the challenges and technologies shaping the future of supply chain? We’re living in what some call the age of disruption, where digital business and globalization are disrupting business models and industries and changing the way we live and conduct business. According to IDC, this will translate into 33 percent of all manufacturing companies […]

Continue reading

Retail Pricing in the Age of Showrooming, Coupon Codes, and Black Friday

Your customers’ relationships with pricing are complicated. Today’s buyers are fraught with anxiety over getting the lowest price, driving trends like the chaos of Black Friday, extreme couponing, hundreds of apps for comparison shopping, showrooming, and avoiding hitting the purchase button until they’ve searched for online coupon codes. At the same time, retailers need to […]

Continue reading

What do retailers want? The power to act faster.

One of my big take-aways at is the appetite for a targeted solution to solve a specific challenge. Gone are the vague requests from retailers for help or something better than what they have. Absent are the inquiries about a complete platform solution. Instead, what I heard were specific, often detailed descriptions of issues […]

Continue reading

Keeping up with consumers is hard – Artificial Intelligence is here to help

How does the saying go? The only constant is change? This is never truer than in seeking to meet the demands of a fast changing consumer. New research by Accenture recently published on Ad Age provided some telling data. Aptly titled “Study: Consumers Get More Fickle Despite Billions Spent on Loyalty,” the research shows several […]

Continue reading