Last month I attended the large retail design industry trade show Global Shop in Chicago. I don’t go every year because quite honestly, the retail industry is slow to come out with much new to look at. But it had been a few years, and it was in Chicago so I could drive out there. It was a great show this year, and I spotted a few things that have me thinking that physical retail is figuring out how to catch up to on-line’s primary advantages: interactivity and data.
The main advantage of online marketing and retailing is that you have access to data. You can see how someone found your website, where they came from, where they went, virtually every step of the shopping experience can be entered into a spreadsheet. There is a limitless supply of people who will help you mine that data and tell you how much to spend, and where to spend it to (hopefully) sell more stuff. With all this data, online marketing is a pretty easy equation. And easy equations mean less spend, more profit.
Physical retail is a bit trickier. Unless you’re actually interviewing guests, or having them fill out surveys, or you’re somehow able to connect people to receipts, it’s sort of messy and expensive to identify who’s in your stores and ultimately how to market to them. I don’t know of anyone who’s solved for this holistically. I’ve thought about it (way too much) and have few ideas primarily because 1) customer attitudes needed to change and 2) technology needed to catch up.
Just a few years ago “spying” on consumers, and asking them to pony up information was impossible. But now in a world where our lives are on multiple, mostly public, social media sites and everyone is on the hunt for free wi-fi, consumers are more inclined to share high level data in exchange for something.
And even if we did want to find out more about guests in stores, the technology just wasn’t there for us to do so without a lot of effort, cost or intrusion. But now we have cameras, sensors, connections to mobile devices everywhere. And savvy consumers are okay with it.
Finally traditional retail can start to level the playing field with online retail.
As I walked to McCormick Place floor and thought about real multichannel retail marketing, four companies caught my eye at the show this year. Here is my take on why the work they are doing is important to tangible stores and keeping pace with online.
Data Display (http://www.dd-usa.com)
What it is: Using RFID technology, Data Displays (DD) displays can sense when a guest had picked up a product and can play a marketing message relevant to that product.
Why it’s important: The internet tracks everything you click on and provides information and makes recommendations based on that. What DD is doing here is a big leap to usefully and proactively interacting with guests. No longer do I have to press a button to get info. This also gives real purpose to the video screens. They aren’t just for playing mindless advertising loops anymore. They now have a purpose and are an integral part of the sales process in store.
How to get it right: Make sure you have good, concise, engaging content on the video screen. Have a good maintenance and content strategy. NO BLANK SCREENS! Embellish the experience with subtle lighting cues and traditional graphics.
What’s next: I’d like to see technology that can track line of sight so we can capture guests who aren’t even picking products up, rather just window shopping, and share product information with them. Would be nice to gather demographic information as well as number of touches by product.
Parcel Pending (https://www.parcelpending.com)
What it is: Turn-key solution for “buy online, pick up in store” (BOPIS) situations where customers can pick up products or parcels at their leisure, even after hours. Units are modular including refrigerated units. They are controlled by an interactive kiosk. Door pop open automatically after you enter in your data.
Why it’s important: This was the most exciting thing I saw, because I feel like the possibilities are endless. Grocery stores could use these to aid new online shopping experiences. The units are great for apartment buildings, adding more space and technology that can adapt – no longer one box per person, rather can be tailored to parcel size, on an “as needed” basis. These modular units can be part of the foundation for whole new retail experiences. They ultimately can free up store shelves, reduce real estate footprints, and really revolutionize retail as we know it. They are fully integrated to our online shopping habits already and can fulfill our need for instant gratification. And they can be treasure troves of data.
How to get it right: Work on your supply chain and challenge conventional thinking. Leverage their modularity and scalability to suite your business and geography. Leverage data collection to learn the demographics of who is using them and how. Vinyl wraps can let them stand out or fade into the background.
What’s next: I’d love to get my hands on these modules and build out a pop-up store solution, or solution for independent retailers to bring them into the 21st century. Refrigerated units combined with grocery store online ordering could revolution how we buy groceries. In general the store of the future will forego store shelves, have banks of these units and supplement them with impulse shopping opportunities or product and brand experiences. These could take convenience shopping to the next level and be bad news for traditional (and online) retail. A real game changer in the right hands.
Data Display uses RFID technology to identify when a product has been picked up and can play product specific marketing content.
Parcel Pending makes smart lockers for BOPIS (buy online, pick up in store), and apartment scenarios. They can be vinyl wrapped to convey messaging, and feature an interactive self service kiosk terminal. A refrigerated version is available as well.
What it is: Digital signage, interactive media and architectural graphic elements.
Why it’s important: I was impressed by Gable’s fit and finish on their mall kiosk. The detailing was done well, and in retail, details do matter. Digital signage technology has grown by leaps and bounds, and there are a lot of players in this space. Digital signage and interactive is a great way to communicate a lot of information efficiently in real time.
How to get it right: Track how people are using your kiosks: where are they going, when are they using the unit, what are they interested in. Large format digital signage is ,very effective in any retail environment, at capturing short attention spans. You likely need to include something digital in your environment, make sure you have great content, it’s relevant and useful. Invest in creative and user experience, not just the technology. Make sure your form factors are on brand, and pay attention to details and quality.
What’s next: There is a lot of opportunity for style to factor into the design of digital displays. Modular LED panels allow limitless sizes to be created. Corners, columns, ceilings, floors…you can seemingly cover anything with digital signage. Interactive has the potential to give us the future we’ve always imagined. And the opposite of that is, can the tech recede into the background and we focus on content and stunning photography, and content generation.
What it is: What is seemingly just digital signage is also content management, real time data management and content delivery. Stratecache’s digital signage can recognize guest demographics (e.g. male or female) and tailor marketing content deliver specific to the guest. Can connect with guests’ mobile devices. Their system can seamlessly network your brand content across all doors and update in real time.
Why it’s important: This is as close as you can get to an online experience at retail in terms of pushing out brand content, and taking in high level, actionable consumer data.
How to get it right: Assure consumers that their privacy is being maintained, while gathering insight into who is coming to your store. And while not specific to any one supplier or retailer, the idea of an op-in for wi-fi is a great way to have consumers voluntarily connect with you. From there you can start connecting the dots between consumer and behavior. Leverage tracking cameras to understand who is in your store and what are they looking at. Have relevant and accurate content ready to go so that once you recognize who’s in your store you’re pushing the right message at the right time in the right place. Pretty simple, right?
What’s next: Yes, it’s like a sci-fi movie, but this is the world we live in. And there’s no reason physical retail shouldn’t be privy to the same data digital marketing has, within the bounds of consumer comfort. I’d like to see all of this technology coupled with register and online sales data. Some very smart people can then take all of this data and create a “world” of information that will give brands a realistic image of what retail looks like. And consumers will be delighted by tailored experiences. Less about stuff and more about ease. That’s when the fun starts.
Gable manufactures digital displays and signage for retail locations. I was impressed by the fit and finish of this mall unit I saw in person.
Stratacache provides an assortment of retail solutions that can recognize guest demographics and tailor marketing in store in real time.
In closing I’ll say a few things. First, I think physical retail is always going to be relevant. People simply like touching stuff. I don’t see how that ever goes away. Tech tools are coming into their own to help level the playing field of tangible experiences versus online experiences. And lastly, I think we are on the cusp of some massive changes in retail – the store of the future is going to look a lot different and I’m super excited to help shape it if I can.
What are your thoughts on the future of physical retail? What about these tech solutions I highlighted? Any others out there you like? I’d love to hear from you in the comments. Cheers!
Chris Weigand is an industrial designer and retail design consultant based in sunny (today at least) Ohio. No, he didn’t get paid, nor does he endorse these companies necessarily, rather they’re just good examples in his opinion based on what he was seeing at one trade show. The reality is being in retail is pretty freaking exciting and interesting. If you’d like to explore the future of retail for your business with Chris, give him a call at (330) 858-8926 (cell) today. Or you prefer he can be reached via email at email@example.com