The Future Shopper March 2013.pdf - Kantar Retail

individualized offers that go
beyond the clubcard discount.
The company estimates
that these represent further
savings of between 10 and
20 percent for the shopper;
savings are shown on the till
receipt. Just For U launched
last year, and so far 5.4 million
households have signed up for
it, representing 45 percent of
its sales base.
deep understanding of the
psychology and mechanics of
the purchase process in order
to eliminate all barriers to sale.
Repositioning Value
Value is a word often used
to describe low prices or to
justify higher ones. For the
future shopper, value will
move beyond simply price to
a message from the retailer
that the shopper is making a
‘smart’ decision to purchase
from them. Retailers catering
to the ‘smart’ need state of
the future shopper are experts
on one of the components of
the new value equation: price,
service and quality.
One of the opportunities
afforded by everywherecommerce
is based on the
fact that retailers can expect
to have information about
individual profiles and the
shopping history of every
shopper. Safeway in the U.S.
has introduced ‘Just For U’
pricing that leverages online
and mobile applications to
take pricing out of the public
domain and tailor it privately
to individual shoppers based
on their profile and purchase
history, satisfying the ‘smart’
need state by helping the
shopper get a better deal.
Just For U is linked to
Safeway’s Clubcard scheme,
but it effectively goes one
step beyond the conventional
clubcard by providing
But value propositions can
be simpler. In the apparel
category, Zappos has created
an unlimited free shipping/
return policy for products
bought online—because it
identified that shoppers’
concern about the cost of
returning items was a barrier
to sales.
Incorporating the
virtual
In Germany, Adidas has
been piloting an Adiverse
Virtual Footwear Wall
that lets customers
browse a 3-D footwear
catalog in which they can
zoom and rotate. When a
customer finds a pair of
trainers he or she likes,
a sales assistant checks
stock levels (on a tablet
computer, of course) and
lets people pay without
having to go to a cash
register.
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The Future Shopper