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

Press release
Published January 12th, 2011 - 12:25 GMT

The latest installment of the Motorola Solutions 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." 

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. 

Frank Riso, senior director of retail solutions, Motorola Solutions, said:

“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, said:

“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.”

Background Information

Motorola

Motorola created the mobile communications industry. We invented most of the protocols and technologies that make mobile communications possible, including the first mobile phone, the first base station and pretty much everything else in between.

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