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55 percent of retailers cite shoppers as better connected to information than store associates, according to Motorola Solutions survey



Highly-connected consumers represent next retail industry challenge; 87 percent of surveyed retailers agree that shoppers can easily find a better deal

The latest installment of the Motorola Solutions (NYSE: MSI) annual holiday study indicates that the majority of surveyed retail associates (55 percent) believe that this holiday season’s shoppers were better connected to consumer information than in-store associates driven by increasing availability of online shopping tools and mobile phone applications that allow price comparisons, access to coupons and social-networking.  The survey found that retailers that aren't investing in technology to stay ahead of increasingly tech-savvy shoppers are hurting their own bottom line.  Nearly three in 10 (28 percent) store visits ended with an average of $132 unspent due to abandoned purchases driven by deal-habituated behavior, out-of-stocks, limited store associate assistance and long check-out processes.

On a positive note, the survey indicates that when surveyed shoppers received guidance from a retail associate armed with a handheld mobile computer, over four in ten (43 percent) reported the device improved their shopping experience.  The survey also notes that an overwhelming majority of retailers - 87 percent - believe that shoppers can easily find a better deal so customer service - aided by access to real-time information -- is "more important than ever." 

KEY FACTS:

Need to empower the mobile worker

  • 55 percent of surveyed retailers cite shoppers as better connected to information than store associates.
  • More than half of surveyed retail associates voiced that they had little time to help customers because of pressure to get other tasks completed.
  • 85 percent of surveyed retail associates agreed that improving in-store communication between staff and managers would have a significant effect on customer satisfaction.

Push to enable real-time visibility

  • 34 percent of surveyed retail managers cited frustration when alerted they need to replenish stock after getting complaints, instead of knowing ahead of time.
  • 55 percent of losses due to out-of-stocks could very likely be recovered with store associate interventions; specifically, when store associates have the capability to track down the item and offer a solution, most customers will complete their purchase with that retailer.
  • 68 percent of surveyed retail associates would find the capability to scan barcodes to check inventory and availability of items requested by customers helpful in a small mobile device form factor that is deployed to every associate.

Engage the connected shopper

  • 28 percent of store visits ended with an average of $132 unspent due to abandoned purchases driven by deal-habituated behavior, out-of-stocks, limited store associate assistance and long check-out processes.
  • Shoppers with smartphones used their device to influence 39 percent of their walk-out incidents; 12 percent checked prices at other retailers online, 8 percent checked availability at other stores.
  • Nearly 25 percent of surveyed shoppers said they would be very likely to take advantage of a sales associate using a handheld payment terminal to complete their purchase, compared to only 9 percent who would be very likely to use their own mobile phone to scan their items and process payment without assistance.

SUPPORTING QUOTES:

Frank Riso, senior director of retail solutions, Motorola Solutions

“Retailers have put their associates at a significant disadvantage to connected consumers with the majority citing that shoppers are better connected than their in-store associates. With 87 percent of surveyed retail associates noting that shoppers can easily find a better deal, offering the best customer experience is more important than ever.  Retailers need to arm their mobile associates with access to real-time information to level the shopping playing field.”

Cara Kinzey, senior vice president of IT, Home Depot

“Home Depot recently deployed 30,000 Motorola MC75s across our 1,970 stores. Our DIY and professional customers come to Home Depot not only for our products, but for the knowledge and high level of customer service that we've provided over the years. Equipping our associates with devices that allow them to check inventory, provide product information, print labels, communicate with other associates and even check-out customers with debit or credit cards from anywhere in the store, not only makes us more efficient, but also enables us to take our customer service to the next level.”

SURVEY BACKGROUND AND METHODOLOGY:

  • Surveys were completed online from Dec. 2 through Dec. 17
  • Two complimentary surveys were fielded, one targeted to shoppers and one targeted to in-store associates or staff.  Each survey was designed to reveal the experiences and attitudes that each group has toward the use of certain in-store technologies to enhance customer satisfaction.
  • Sample:
    • Research Now Consumer panelists, representing a general distribution of the consumer population over 18 years of age, were recruited for the Shopper on-line survey.  1,056 respondents completed the Shopper survey.
    • Research Now Business panelists, representing a wide range of experienced in-store associates who work in full-time or permanent part-time positions, were recruited for the Store Associates survey.  545 respondents completed the Associates survey.

SUPPORTING RESOURCES

Website: Motorola at NRF 2011

Website: Next Generation Enterprise Mobility

Blog: Motorola NRF 2011 Show Blog

Twitter: @MotoRetail

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About Motorola Solutions    Motorola Solutions is a leading provider of business- and mission-critical communication products and services for enterprise and government customers. Through leading-edge innovation and communications technology, it is a global leader that enables its customers to be their best in the moments that matter. Motorola Solutions trades on the New York Stock Exchange under the ticker “MSI”. For ongoing news, please visit our media center or subscribe to our news feed.

About Research Now:    Research Now is the leading global online sampling and online data collection company. With over 6 million panelists in 37 countries worldwide, Research Now enables companies to listen and interact with real consumers and business decision makers in order to make key business decisions. Research Now offers a full suite of data collection services, and operates the Valued Opinions™ Panel and e-Rewards Opinion Panels. Visit http://www.researchnow.com to learn more.