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Page 1: Holiday sales checklist   webinar presentation

Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist The Top Five Ways To Convert More Sales In The Store During The Peak Selling Season

Page 2: Holiday sales checklist   webinar presentation

Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist – Converting More In-Store Sales

Welcome Webinar Attendees

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Follow today’s webinar discussion on Twitter, #HolidaySales

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Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist – Converting More In-Store Sales

Panelists

Andrew Gaffney Editor Retail TouchPoints

Gene Weaver Product Manager Escalate Retail

Moderator

Speaker

Page 4: Holiday sales checklist   webinar presentation

Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist The Top Five Ways To Convert More Sales In The Store During The Peak Selling Season

Page 5: Holiday sales checklist   webinar presentation

Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist – Converting More In-Store Sales

Agenda

New World/New Reality Scenario

Best Practices

Escalate Solution

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Page 6: Holiday sales checklist   webinar presentation

Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist – Converting More In-Store Sales

Introducing…

Busy professional, wife, and mother who embraces technology.

Very demanding of her retail brands:

• She expects compelling, efficient, shopping experiences that are relevant to her needs and wants

• She requires the ability to shop when, where, and how she chooses

• She refuses to patronize brands that fail to recognize and adapt to her as she crosses channels

Page 7: Holiday sales checklist   webinar presentation

Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist – Converting More In-Store Sales

The Scenario

Shop Online, Browse Rich Content, Ratings & Reviews …

Store Shopping Store Kiosk / Store Portal

Inventory ATP Lost Sale Save-the-Sale / Endless Aisle

Store Pickup

Wish List

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Page 8: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

Best Practice #1: Cross Channel Buy Online, Pickup from Store

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10

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Copyright © Escalate, Inc. All Rights Reserved.

Holiday Sales Checklist – Converting More In-Store Sales

Best Practice #1: Cross Channel Buy Online, Pickup from Store

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Key Requirements   Store inventory availability   Safety stock levels   Customer email notification ‘Ready

for Pickup’   Store Portal for packing, hold for

pickup, customer pickup

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Holiday Sales Checklist – Converting More In-Store Sales

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Best Practice #2: In-Store Save the Sale

Sou

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Q3

2009

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Holiday Sales Checklist – Converting More In-Store Sales

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Best Practice #2: In-Store Save the Sale

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Holiday Sales Checklist – Converting More In-Store Sales

Key Requirements   In-Store Order Capture

–  Sales associate driven –  Customer Kiosk driven

  Shared Commerce Services –  Catalog/content –  Customer –  Pricing/Promotions

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Best Practice #2: In-Store Save the Sale

Page 13: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

“Store Systems Under Pressure: Customer expectations for anywhere/anytime shopping mean stores are increasingly serving as extensions for multi-channel shopping, supporting cross-channel fulfillment, endless aisle availability and save-the-sale functions.”

RIS Thought Leadership Series, August 2010

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Best Practice #3: Expanding Endless Aisle

Page 14: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

Key Requirements   In-Store Order Capture

–  Sales associate driven –  Customer Kiosk driven

  Shared Commerce Services –  Catalog/content –  Customer –  Pricing/Promotions

  Expanded Assortments   Vendor Drop Shipments

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Best Practice #3: Expanding Endless Aisle

Page 15: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

Best Practice #4: Global Inventory Availability

Key Requirements   Open integration points for real-

time, near-real time and/or batch inventory updates

  In-store portal to view cross store inventory availability by product/SKU

  Safety stock levels

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Page 16: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

Best Practice #5: Increasing the relevance of Associate Engagement

  Key Requirements   Customer-centric suggested selling

–  360° customer view –  Virtual Closet –  Wish Lists

  Special Event Management –  Automated invites –  Follow-up/RSVP –  Monitoring

  Automating Store Best Practices

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Page 17: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

Holiday Sales Checklist Best Practices

  #1: Cross Channel buy online, pickup from store

  #2: In-Store Save-the-Sale   #3: Expanding Endless Aisle   #4: Global Inventory Availability   #5: Increasing the Relevance

of Associate Engagement

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Escalate Solution

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Holiday Sales Checklist – Converting More In-Store Sales

CONNECTED •  EVERYWHERE •  ADAPTIVE All-Channel Commerce

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Blue Martini Commerce Suite

Single  Commerce  Pla/orm  Across  All  Touch  Points  

Clienteling Commerce Web Mobile Kiosk Contact Center Store Portal / Social

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Holiday Sales Checklist – Converting More In-Store Sales

All Channel Platform Services

Customers

Catalog

Shopping Cart

Orders

Prices & Promotions

Content

Inventory

e-co

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Page 21: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

The Scenario

Shop Online, Browse Rich Content, Ratings & Reviews, …

Store Shopping Store Kiosk / Store Portal

Inventory ATP Increase Sales Save-the-Sale / Endless Aisle

Store Pickup

Wish List

21

Page 22: Holiday sales checklist   webinar presentation

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Holiday Sales Checklist – Converting More In-Store Sales

Our Commitment: Ensuring Our Clients are Ready for the All-Channel Consumer

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Mobile

Ecommerce

Contact Center

Store Portal /

Clienteling Kiosk

In-Store Mobile

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Holiday Sales Checklist – Converting More In-Store Sales

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Escalate Customers: Premier Brands in Retail North America

EMEA

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Holiday Sales Checklist – Converting More In-Store Sales

Questions?

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Holiday Sales Checklist – Converting More In-Store Sales

Thank You for Attending this Webinar

  Download this presentation: –  http://RetailTouchPoints.com/HolidaySales

  View more info on the Serial Sales Killers: –  http://ArrestSalesKillers.org


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