Mobilizing Store Associates To Motivate Sales

Presented by Session sponsored by

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About CCS

8-part series (June 11-21)

Sessions covering Mobile,

Social, In-Store, X-

Channel, and more

Featuring industry

analysts and consultants

Free for Retail executives

www.retailtouchpoints.com/connected-consumer

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About Retail TouchPoints

Launched in 2007

More than 20,000 subscribers

Provide executives with relevant,

insightful content

Free Resources such as White Papers,

E-book, Webinars, Research and

Podcasts

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Today’s Panelists

Steve RowenManaging Partner

RSR

Debbie HaussEditor-in-Chief

Retail TouchPoints

MODERATOR

Mary Anne GunnDirector of Corporate Marketing

Motion Computing

What Is RSR?

• Market Intelligence, focused on retail

• Context: the business challenges & opportunities that drive

technology investments

• Pragmatic insights

• Powered by extensive retail experience

• Fueled by a deep bed of research data

• We help retailers keep their IT strategies aligned with corporate

objectives

• We help solution providers align their products and messages

with retailers’ needs

7

Our BOOT Methodology

8

They sell more “stuff” but… they also think and

act differently than their competitors.

Retail Winners: Year-over-year comparable store

sales outperform inflation.

Business

ChallengesOpportunities

Organizational

Inhibitors

Technology

Enablers

Technology: Key to Customer

Centricity

9

Source: RSR Research, May 2012

20%

8%

26%

51%

26%

39%

29%

32%

69%

10%

14%

24%

29%

30%

41%

41%

43%

52%

Help us keep up with the competition (avoid competitive disadvantage)

We view in-store technologies as “utilities” like light and heat: it’s just part of the cost of doing business

React quickly to changes in the business environment

Make our employees “smarter” and better informed

Create competitive advantage and new sources of revenue generation

Increase revenue while holding down operational costs

Help the company win new customers and retain current customers

Put actionable information into the hands of managers

Maintain and/or improve the customer experience

What are the TOP THREE (3) uses of in-store technologies?

2012 2011

Better-Educated Employees a Must

10

Source: RSR Research, June 2011

11%

22%

30%

37%

36%

57%

35%

67%

20%

26%

26%

29%

32%

39%

51%

69%

Help us keep up with the competition (avoid competitive disadvantage)

React quickly to changes in the business environment

Create competitive advantage and new sources of revenue generation

Help the company win new customers and retain current customers

Put actionable information into the hands of managers

Increase revenue while holding down operational costs

Make our employees “smarter” and better informed

Maintain and/or improve the customer experience

Top Three (3) Uses of In-store Technologies

2011 2010

Winners Well Ahead in Store

Manager Mobility

11

Source: RSR Research, May 2012

8%

46%

23%

23%

0%

17%

26%

26%

9%

22%

7%

14%

21%

21%

36%

Project planned, not yet budgeted

No plans

Less than 1 Year

Budgeted project

Longer than 1 Year

How long has your company been actively involved in adding MOBILE technology-enabled touch-points for STORE MANAGERS within your store?

Winners Average Laggards

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www.retailtouchpoints.com/connected-consumer

Thank You For Your Interest In The Connected Consumer Series

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