![]() In the future, we may consider promoting these sales to the customer during major event periods there is also more traffic in the stores.” “When we do, we see considerable growth in the volume of incremental sales. “We focus on our associates by reminding them of the value of incremental sales, an indicator that we constantly measure, and we run contests at different times of the year to encourage these sales,” said Contreras. Recognizing this opportunity, Victoria’s Secret Chile is mobilizing and incentivizing its store associates. These incremental sales come mainly from “products that the customer cannot online, like fragrances,” Contreras added, with some shoppers using their pickup trip to try a fragrance in-store that they later order online. ![]() “The checkout counter is located at the back of the store, and we do have ‘impulse buy’ items near the pickup area.” “Our customers receive personalized attention from the store associates,” said Contreras in an interview with Retail TouchPoints. Riding the Incremental Sales SurgeĪ combination of store design and strong customer service helps Victoria’s Secret achieve these impressive numbers. The next phase of the retailer’s embrace of omnichannel fulfillment will be to offer store-based shipping from multiple locations, which Contreras said will be ready for launch by the end of Q3 2022. The new BOPIS offering is supported in the stores with an omnichannel pick-and-pack offering from VTEX, which has been providing a range of technology solutions for Victoria’s Secret Chile since October 2020. Prior to this, online orders had been fulfilled from a central distribution center. During special promotional periods, the incremental sales percentage has reached as high as 38%. Since launching the service at its four Santiago, Chile locations in February 2022, approximately 25% of online shoppers now choose the click-and-collect option - and that number is still on the rise, according to Thania Contreras, Ecommerce Manager at Grupo Axo.Įven more important for the retailer’s bottom line, these customers spend, on average, an additional 20% when they pick up their ecommerce orders. Victoria’s Secret Chile, operated by Grupo Axo, recently implemented a click-and-collect program that appears to have solved this incremental sales paradox. This cuts down on impulse purchases and reduces opportunities to build shopper awareness about new products or upcoming promotions. The trade-off for retailers, however, is that the more convenient they make the pickup process, the less likely shoppers are to spend more time - and hopefully more money - in the brick-and-mortar store. ![]() Additionally, during the worst of the pandemic, so-called “contactless” BOPIS and curbside pickup helped lower infection risks. Retailers save on shipping costs while leveraging their in-store inventories to fulfill customer orders, while shoppers get the products they want without having to wait for a delivery. BOPIS, boasts a number of very strong positives for both retailers and their customers.
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