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Preamble
Black Friday, the day after Thanksgiving in the U.S., heralds the Christmas shopping
season and is usually a very profitable day for retailers. In recent years, the
proliferation of online channels and their year-round discounts has chipped away
some of the appeal of Black Friday. Last year, retailers had a slow holiday season as
sales did not pick up as expected. In 2016, a cautious optimism shrouds the
spending intentions of consumers. Does this mean consumers will loosen their
purse-strings to help retailers move from the 'red' into the 'black'? Will this be the
year for brick-and-mortar stores still reeling from the effect of the disruption
caused by e-commerce?
The answers rest solely on the behavioral attributes and shopping tendencies of
various generational groups. For instance, Gen X and Millennials make up a
majority of digital shoppers. But this group spends more on travel and eating out
than on gifts, while the older generations are more likely to visit stores and spend
on gifts.
To understand the behavioral patterns of these groups better and enable retailers
to be more prepared for this season, WNS DecisionPointTM conducted a survey.1
1. WNS DecisionPointTM commissioned a Retail Holiday Survey in October, 2016. The survey represents a
national sample of 2055 consumers, representing the four geographic regions of the United States of
America adequately. The margin of error for the entire sample is +/-1 percentage point.
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INTRODUCTION
The National Retail Federation growth seen since 2009. well their personal financial
(NRF) predicts holiday sales in E-commerce will continue to be a situation. In this scenario, it is
November and December to driving force, as non-store sales are imperative for retailers to
increase by 3.6 percent. This expected to grow between 7 and understand consumer behaviors
excludes automotive, gasoline, and 10 percent. Taking the mid-point of and purchase patterns during the
restaurant sales.i Based on data this estimate at 8.5 percent, we see vital holiday season.
from the U.S. Census Bureau, this non-store sales growing to USD The WNS DecisionPointTM Holiday
implies net retail sales of USD 118.4 Billion. While the job sector Report is designed to assist
655.6 Billion (Exhibit 1). As per our has seen progressive improvement,ii retailers as they gear themselves
analysis, this is significantly higher what we have observed is that a up for this annual extravaganza
than the 2.6 percent average significant majority of respondents which is a 'make' or 'break' time for
growth for the last 10 years, and are cautiously optimistic about many of them.
greater than the 3.4 percent both the economy in general as
Exhibit 1
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Exhibit 2
Consumer Confidence
Opinion about current state of economy Personal financial situation compared to last year
A lot better 9%
Still in Somewhat
Healthy better
29%
recession
16.0% 62%
13.0%
Heading Same 45%
back to
recession Some what
18.0% 14%
worse
Slowly
recovering from
recession A lot worse 3%
53.0%
As seen in Exhibit 2, 53 percent of employment opportunities has presented with the additional
respondents believe the economy been nullified by rising inflation and challenge in the form of 2016
is still recovering from recession. near flat wage rate. Hence, presidential election.
This cautiousness springs from personal disposable income growth Approximately 43 percent of
consumers' expectations regarding year-on-year has remained more or respondents are being more
their income prospects in the less stagnant. The Consumer cautious in their spending outlook
coming months, as 62 percent of Confidence Index for October due to the political uncertainty of
respondents think their financial indicates consumer sentiment at its the election season, as per a flash
situation is either the same or lowest ebb in 13 months (Exhibit 3). poll conducted by NRF in mid-
worse than last year. This short- And while these macroeconomic October.iii
term cautiousness is explained by factors have been omnipresent,
the fact that improvement in retailers this year have been
00
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Exhibit 3
240.6
240.0
241.4
240.8
241.7
241.0
5.0% 5.0%
239.0 240.2 5.0% 4.9% 4.9%
5.0%
239.3
4.9% 4.9%
237.0
236.9
237.1
4.8%
237.3
236.5
236.0 4.7%
4.7%
235.0
234.0 4.6%
234.0 4.5%
Aug-16
May-16
Nov-15
Feb-16
Sep-16
Dec-15
Apr-16
Mar-16
Oct-16
Jan-16
Feb-16
Mar-16
Apr-16
May-16
Jun-16
Jul-16
Aug-16
Sep-16
Oct-16
Nov-15
Dec-15
Jun-16
Jan-16
Jul-16
3.5% 96.0
2.5% 92.0
3.0%
92.6
3.1%
2.9%
2.9%
91.7
2.8%
91.7 91.2
2.5%
2.6%
91.3
2.5%
2.3%
2.0%
0.5% 84.0
0.0% 82.0
Aug-16
May-16
Nov-15
Feb-16
Sep-16
Dec-15
Apr-16
Mar-16
Oct-16
Jan-16
Feb-16
Mar-16
Apr-16
May-16
Jun-16
Jul-16
Aug-16
Sep-16
Oct-16
Nov-15
Dec-15
Jun-16
Jan-16
Jul-16
Our survey findings validate this A significantly large proportion of Since a large number of consumers
sense of apprehension. Only 14 lower income groups (<$30,000 are facing a dilemma regarding
percent of respondents in the and $30,000-$49,999) are their spending, it is important for
survey mentioned that they will planning to spend less (Exhibit 4), retailers to identify consumer
spend more in this holiday season while approximately two-thirds of preferences and choices. Doing so
as compared to last season. 62 the respondents in the higher will allow them to align themselves
percent of respondents expect income groups plan to restrict their with customer expectations and
their spending to be the same as spending levels to the same as last generate incremental spending
that in last holiday season. year. from undecided consumers.
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Exhibit 4
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
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CATEGORY, CHANNEL
PREFERENCES, AND DEVICE USAGE
Category and Channel Preferences
Overall, consumers plan to spend from home (15 percent). and accessories (54 percent), and
on an average USD 998 on holiday Consumers continue to seek books, CDs, DVDs (40 percent).
shopping this year (Exhibit 5). Gifts personalization in gifts, as gift Books, CDs, DVDs as a preferred
continue to be a major category of cards remain the most popular category are at their lowest level
spending (53 percent), followed by category sought by 61 percent of ever as the substitution effect of
experiential spending as respondents, according to an NRF digital downloads becomes more
consumers look to socialize away survey.IV This is followed by clothing prominent.
Exhibit 5
Entertainment at home
$ 115 $ 106 $ 138 $ 121 $ 91
(food, Liquor, etc.)
Home furnishings
$ 64 $ 67 $ 110 $ 45 $ 26
during holiday
Holiday related
$ 46 $ 33 $ 61 $ 48 $ 42
spending not covered
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Our analysis reveals that spending generations. Millennials and Gen X Seniors) are planning to spend a
varies across age groups. both tend to spend less on gifts, as much higher proportion on gifts.
Millennials are planning to spend seen in Exhibit 6. Instead, they Specifically, our analysis reveals
the least (USD 758), as ballooning propose to allocate a significantly that Seniors are planning to spend
student loans and appreciation in higher proportion of their holiday an additional 14 percent on
housing prices have affected their budget on experiential spending in traditional gifts, even if it means
discretionary spending.v At the the form of travel, hotel bookings, compromising their spending in
other end of the continuum, Gen X and eating out. Additionally, Gen X other areas. While their average
are planning to spend the highest will likely spend more on apparel planned spending is USD 326 more
amount at USD 1144. To better purchases for themselves and their than that of Millennials, allocation
identify generation specific traits, families compared to other for experiential spending,
we have calculated spending gaps generations. The two older entertainment at home, and home
in these categories across generations (Baby Boomers and furnishings is less.
Exhibit 6
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Although in-store sales will digital savvy generation and regular shopper with Macy's stores
continue to be the largest channel, allocate more than half of their will most likely stick to macys.com
our findings suggest that intended holiday spending while shopping online.vi Our
Americans plan to allocate 43 (53 percent) to digital channels analysis also reveals some very
percent of their spend to digital the highest across the four expected results, i.e., Seniors report
shopping. This highlights the rapid generational groups driven largely lowest levels of online adoption.
adoption of digital channels, even by greater comfort in using mobile Only 28 percent of planned
as physical channels make up 57 devices to shop. Baby Boomers spending is assigned to digital
percent of intended spending (49 restrict their online shopping to channels, indicating a high degree
percent in-store, 8 percent in other retailers with whom they are of apprehension regarding
formats such as craft fairs, strip already comfortable; hence, a e-commerce.
malls). Millennials are the most consumer of this cohort who is a
Device Usage
Given the importance of digital This implies that retailers need to tedious tasks primarily because of
channels, it is imperative for provide a seamless omni-channel the large screen size, smartphones
retailers to take a closer look at experience to consumers who use are used for more simple and
usage patterns of devices. Our mobile apps as evidenced by 70 transient activities. This is true for
survey findings highlight that 84.5 percent increase in app driven both digital and in-store
percent (n=1737) of respondents commerce in 2015.viii Retailers touchpoints. Smartphone use is
have assigned some part of their failing to do so will be unable to skewed towards looking for
planned spending to digital capitalize on a high growth channel product information and
channels. Amongst them, we find and risk being left behind. To availability, identifying specific
that desktops/laptops are the most capitalize on this broader trend, locations of a retailer, and receiving
preferred devices for online retailers need to first identify discount offers and deals (Exhibit
shopping, followed by behavioral preferences of 8). Consumers are relying on
smartphones and tablets (Exhibit consumers and map their digital smartphones as an important
7). Tablets lost their position of strategy accordingly. Crucially, research tool that aids in the
pre-eminence as smartphone retailers need to differentiate usage buying decision rather than for
screen sizes became larger patterns for smartphones and making online purchases.ix
allowing shoppers to navigate tablets. While consumers tend to
easily on their mobile devices.vii use tablets for more detailed and
Exhibit 7
Desktop/Laptop 1601
Smartphones 250
Tablets 147
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Exhibit 8
Rank
Get/use discounts,
2 coupons, sale, and price
information; 747
Make an online purchase; 505
3
Check product availability Check product availability
(in-store or online); 711 (in-store or online); 436
5 Search product
information & reviews; 644
Get/use discounts, coupons, sale
and price information; 326
An important aspect is the Desktops/laptops are used for tablets) are preferred for
relationship between the nature making planned purchases, while unplanned purchases.
of purchase and device used. mobile devices (smartphones and
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Exhibit 9
Share
Compare
Get/use shopping
View online prices for
Post online discounts, Check plans and
reviews prior products
reviews. coupons, retailer experiences
to purchase. between
sale, and locations. on social
retailers
price media.
across
information. channels.
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SHOPPER CADENCE
Recent holiday seasons have spreading out their expenses over analysis reveals that the majority of
witnessed a reduction in two months, with Cyber Monday shoppers (~60 percent) will begin
importance of Black Friday sales. rapidly closing in on Black Friday their purchase before
A variety of factors are responsible sales numbers.xi Thanksgiving, and nearly a third
for this primarily ease and wider will prefer the week of November,
adoption of online shopping We have gauged the shopping just before Thanksgiving. Hence,
combined with early discounts by patterns of consumers, specifically we have developed decision plots
retailers. The presence of deals on their timeline for shopping from based on subsequent timeline for
e-commerce sites such as Amazon start to finish. We broke down the completion of Majority of
throughout the holiday season timeline into three phases - Purchase (50%) and Final
implies that consumers are beginning, completion of more Purchase (Exhibit 10).
than half and final purchase. Our
Exhibit 10
Consumers have Spread out their Holiday Purchases over the Entire Duration
of Holiday Season
27% O 23% N
13% AS
29% N 26% LN
25% O 33% D
13% O
40% N 42% J
27% LN 32% D
33% N
57% D 59% J
29% LN 34% D
14% BF
59% D 62% J
Key
AS- Already started O- October N-November, before Thanksgiving BF- Black Friday
CM- Cyber Monday LN-Later in November D-December J-January
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In our analysis, we have included November. Of this set, 84 percent elections in early November and
shoppers who begin their holiday of respondents will complete most Christmas falling on a Sunday.
shopping till Black Friday, and of their shopping by late November As indicated previously, consumers
accounting for 72.5 percent of or early December. However, we have deferred their shopping due
respondents. Most of the shoppers see a majority of people waiting till to impending elections, while a
will complete the majority of their December or even January to Saturday Christmas eve may lead
purchases by November or finally conclude their holiday to an exponential jump in last
December, if they begin their purchases as they hold on to their minute shoppers. Weak sales
purchase in October or early dollars and wait for deals. performance through Thanksgiving
November. Specifically, one-third may lead to a flurry of promotional
indicated that they will begin their This holiday season will have a activities, as retailers will attempt
holiday shopping in early slightly different pattern, driven by to clear their inventories.
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FORMAT PREFERENCE
According to our survey, while highlight that respondents, on an by channels, we have identified a
consumers are likely to visit on an average, shop at three in-store few outcomes which have a high
average five formats across in-store formats during the holiday season, probability of coming true this
and online channels, they are more compared to only two online holiday season.
prone to restrict their choices in an formats. Based on consumer
online scenario. Our findings preference for formats and activity
Exhibit 11
Traditional department
47% 22%
stores
Warehouse
membership clubs
36% 8%
Internet, including
65%
auction sites
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E-commerce will excel. Our survey have previously struggled with convenience. This convenience is
findings illustrate that e-commerce mobile strategy amid rising driven by the need for expedited
players, driven by Amazon, will competition from other Internet delivery, as consumers want to use
have a record setting holiday giants would be well served to their purchases quickly. Research
season. While omni-channel align their digital investments also suggests that a large portion
retailers have made efforts to accordingly. of consumers want free shipping,
provide consumers with a seamless which is becoming more and more
experience across channels, our BOPUS omnipresent, stores are difficult due to rise in delivery
survey indicates pureplay not dead. At WNS DecisionPointTM, costs. To support these trends,
e-commerce websites to be the we identified consumers channel companies need an integrated
overwhelmingly preferred format preferences along the purchase inventory, order processing, and
for online shopping. Nearly two- decision journey (Exhibit 12). Our fulfilment solution where
thirds of respondents in our survey analysis reveals that consumers still consumers can purchase online and
prefer them for online shopping, prefer stores as point of purchase, pick up in-store. Thus, click and
with big-box retailers such as even though the gap with online collect strategy can protect
Walmart and Target being a distant channels has become insignificant. retailers margins from the huge
second at 26 percent (Exhibit 11). However, more than a third of cost of online orders by eliminating
Various sources suggest online respondents (36.6 percent) the last mile to someone s door ,
holiday sales will grow to more indicated that while they may make which is the most expensive part of
than USD 90 Billion in net sales, as the purchase online, their preferred delivering. Also, retailers can bring
both Cyber Monday and Black point of collection is the storefront. the online consumer to the
Friday sales will cross the USD 3 This indicates a wide degree of storefront, providing themselves
Billion mark.xii As highlighted earlier, acceptance for Buy Online Pick Up with an opportunity to cross-sell.
mobile sales will be a key enabler In-store (BOPUS) as consumers
of this phenomenon. Retailers who look for a higher degree of
Exhibit 12
Contact
center
In-store
Mobile
Desktop/
Laptop
Print
Channel
Activity
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Contact centers and online, both information on customer issues and Webrooming trumps
important for aftersales service. queries. showrooming. What is reassuring
As seen in Exhibit 12, both contact for brick-and-mortar retailers is
centers and online channels are The ever-present influence of that more consumers will treat the
important with respect to online. Online channels are store as the final point of purchase
aftersales service. Perceived ubiquitous across the decision- after doing research online.
service value is a fundamental making journey of the consumer. Consumers have indicated a higher
predictor of customer satisfaction, Our analysis reveals that the propensity of 'webrooming' i.e.,
brand loyalty and financial majority of product research prior looking at products online, but
performance. Retailers still have to purchase happens in the online purchasing them in a physical
major issues in integrating data channel and this trend is growing. store. While only 56 percent of
from multiple channels on a real- For every one consumer, preferring respondents have indicated they
time basis.xiii Periodic exercises of print media for product search, will 'showroom' or look for
collating data from multiple nearly four individuals look up products in a physical store and
channels leads to lower efficiency online as they begin their purchase eventually make the purchase
and is at best a temporary solution. process. This has created an online, 74 percent of respondents
Instead, retailers would be well immediate need for product have indicated a propensity to
served to deploy integration information on-the-go. The webroom.
servers to collate data from implications are clear for retailers:
multiple sources. End-users can tap they need to ensure that their
into this integrated information consumers have the right
layer through a user interface and information at their fingertips, Nearly one third of the
address customer issues. Retailers anytime, anywhere. Even for
consumers who purchase
taking this approach are poised to marketers, ensuring that their
online, prefer going to
improve their service quality, as message is personalized,
contextual and timely has never stores to collect their
contact center personnel are
been more important. items.
equipped with real-time
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IN-STORE SHOPPING
To measure the degree of influence inhibitors in conjunction with the and unavailability of the desired
of an inhibitor on a customer, which proportion of the customer base merchandise (Exhibit 13). We have
discourages him/her from considering an inhibitor to be a identified a few broad themes
shopping in-store this holiday major deterrent for in-store which form an integral part of a
season, WNS DecisionPointTM has shopping. The top three in-store retailer's journey to deliver a
developed a Shopping Inhibitor shopping inhibitors are long seamless in-store experience.
Index. Our index looks at the waiting queues, slow checkouts,
relative importance of these
Exhibit 13
Price checkers, self service kiosks across multiple discount offers, enter the store, they scan their
gain greater adoption. Consumers they also enable retailers to collect phones at the entrance activating
expect a plethora of self-help data and refine their pricing the Amazon Go app which tracks
initiatives from retailers to resolve strategy at a Stock Keeping Unit the specific SKUs customers pick.
bottlenecks associated with in- (SKU) level and on a dynamic basis. The picked items are added to a
store shopping. When asked about Similarly, self-service payment virtual cart on a real-time basis and
self-help technologies they will use lanes speed up the checkout customers are charged on their
for their in-store holiday shopping, process, improve productivity of Amazon account as they exit the
price checkers (39 percent) and store associates, and boost store.
self-checkout payment lanes (39 convenience for the shopper.
percent) were most preferred Amazon has already taken a step in Endless aisles. An extension of the
(Exhibit 14). While price checkers this direction, by piloting with the self-service concept, consumers
allow customers to scan prices Amazon Go store. As consumers can use in-store kiosks to order
products not available in a store
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and the product can then be percent) for completion of an in- increase is linked incrementally to
shipped to the designated address. store purchase (Exhibit 15). the level of training, as sales
Endless aisles allow retailers to increased by 123 percent for
provide more viable alternatives to Knowledgeable store associates associates who took six or more
their customers, enhancing help, as in-store Wi-Fi is now table courses. Thus, knowledgeable and
satisfaction levels and driving stakes. While retailers make considerate store associates are
incremental sales. Retailers can technological advancements to more likely to build a higher degree
configure kiosks inside stores to assist the shopper in-store, sales of consumer loyalty, as they can
function as a shopping assistant for associates continue to be a key make effective product
customers and also provide an factor in storefront conversion recommendations and address
option for self-service checkout.xiv (Exhibit 15). Recent research by queries.
Wharton professors suggests that
The importance can be understood sales associates who undergo
by the fact that respondents short online training courses drive
consider self-service kiosks as the 69 percent higher sales than
third most important driver (24 associates who don t.xv This
Exhibit 14
Self-Help T
Technology Preferences for In-Store Shopping
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Personalized coupons/offers
through social networking sites 17.0%
such as Facebook, Twitter
Personalized coupons/offers
8.0%
on smartphone
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Exhibit 16
Within
2 days
82%
3-4 days
Next day
delivery
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Subscription-based paid shipping off from 60 inches to 48 inches, as Increased e-commerce, increasing
gains traction. Assuming it makes additional investment to returns. Product returns are much
consumers are willing to pay for keep up in a rapidly proliferating higher with e-commerce as
shipping, we asked how they would omni-channel retail environment.xvii shoppers are unable to touch, feel
prefer the delivery charges to be As companies seek to win or try a particular product prior to
calculated. In this regard, fixed customers with competitive but buying. Additionally, a competitive
charges were indicated as the most profitable delivery options, e-commerce market means
preferred choice by 32 percent subscription-based paid delivery is retailers have to keep return
(Exhibit 17), which, however, may becoming mainstream as indicated policies lenient in order to boost
not be viable for retailers from a by 26 percent of respondents. sales. Given the growth in
cost perspective. UPS and FedEx, Recent research shows that 20 e-commerce, we see product
two major shipping partners for percent Americans have returns growing further this year.
retailers, will increase their ground subscribed to Amazon Prime, Retailers who can strike a balance
shipping rates by 4.9 percent signaling the popularity of the between providing convenience to
following a similar increase last subscription-based model.xviii An customers and minimizing returns
year. Additionally, they have additional factor driving this fraud will gain most in the long run.
reduced the dimension cut-off for widespread adoption is the lock-in
additional handling charges. For effect on customers, as they have
example, UPS has reduced the cut- to pay an annual subscription fee.
Exhibit 17
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Exhibit 18
Products on discounts
Strongly Strongly
Disagree Agree
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Evergreen deal hunters consist and discounts. As a result, they end their planned spending is allocated
primarily of younger millennials up paying higher price for to online channels (54.8 percent).
and Gen X, constituting 72 percent products. Our analysis reveals Given this skew toward online
of this cohort. While they consider ~60 percent of respondents in this shopping and multiple touchpoints,
availability of discounts and free archetype are in the income provision of free returns and
returns as qualifying criteria for bracket of less than $30,000 to information security is of high
purchase, their shopping is not $74,999. This can be attributed to importance as well. It is to be noted
restricted to specific days. This the fact that a majority of them are that this segment also assigns a
implies a higher proportion of retired people whose income levels fairly high degree of importance to
spending to be directed through have declined. all other triggers except use of gift
digital channels (~47 percent) cards and shopping on specific
compared to the overall average of Omni-channel extravagants consist days. Retailers who provide the
43 percent. This behavioral trait mainly of older Millennials and Gen best experience across channels
can be put down to their tendency X (71 percent). This segment is the and perform fairly well on
to capitalize on online deals that most demanding and is seeing a comprehensive aspects of their
are present throughout the holiday phenomenal rise in their earning service are the most equipped to
season and to avoid long queues at capacity coupled with a high gain a fair wallet share of this
storefronts. In addition, they make propensity to spend. This is premium segment.
it a point to read online reviews on indicated by the fact that their
their desktops/laptops before average planned spending for the
making a purchase. holiday season is a whopping USD
1525, at least 60 percent higher
Indifferent seniors consist primarily than that of other cohorts. For an
An omni-channel
of older Baby Boomers and Seniors omni-channel extravagant,
(64 percent). While preference for seamless experience across
extravagant consumer,
free returns is the most important channels is an absolute must, as who is willing to spend
parameter for them, they exhibit a they interact with a particular ~USD 600 more, expects
high degree of indifference to retailer using a variety of devices and demands a seamless
almost all other behavioral triggers. and touchpoints. Their high experience across
And, though their average planned propensity to webroom (92 channels and
holiday spending of USD 881 is not percent) and showroom (82
touchpoints.
the lowest, it is more driven by a percent) indicates their demanding
high degree of indifference to deals nature. However, more than half of
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Periodic deal hunters are similar to indicates a high degree of focus on spending is USD 914 and they do
evergreen deal hunters, and economy shopping, and not mind spending outside
emphasize on the role of discounts consequently average cart value is conventional channels. This is
as a trigger for purchase. However, the lowest amongst all segments indicated by an average 12 percent
shopping is focused around (USD 850). To obtain the lowest spending in channels such as mail
specific days such as Black Friday, deals, they are willing to spend order catalogues and subscription-
Cyber Monday, and Christmas hours in queues, since majority of based home delivery retailers. The
week. Another point of difference their holiday shopping will take remainder spending is equally
is in the relative degree of place in stores (52 percent). shared between in-store and online
significance assigned to other channels (44 percent each). If
behavioral triggers. While Convenience shoppers expect retailers wish to capture a share of
evergreen deal hunters assign convenience while shopping in- this wallet, it will serve them well to
importance to a variety of store as well as online. Buy Online include free returns and provide a
behavioral triggers as seen in Pick Up In-store (BOPUS) is the seamless omni-channel experience
Exhibit 18, periodic deal hunters are most important behavioral trigger given the convenience-oriented
more or less unconcerned about for this cohort, as is shorter queues mindset of this segment.
other behavioral triggers. This at the store front. Average planned
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CONCLUSION
Retailers should benefit this holiday season by considering the implications of our survey findings. As shown by
the various cohorts (Exhibit 18), retailers need to align their offerings with consumer expectations. Given the rapid
growth in e-commerce in general, and mobility in particular, the blending of physical and digital channels will be
even more pronounced. As a result, operationally, retailers will be even more challenged as consumer expectations
evolve. An example of this can be seen in differentiators such as in-store Wi-Fi, free returns, and BOPUS
becoming table stakes. Similarly, nascent areas such as one-hour delivery and augmented reality will soon become
mainstream due to cutting-edge technology innovations, for example, Internet of Things (IoT) becoming
commonplace.
Consumers are adapting rapidly to changing technology. The only way for retailers to stay relevant is to have their
fingers firmly on the consumers' pulse and be proactive in offering them a truly delightful shopping experience.
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References
i. National Retail Federation (NRF) forecasts x. Retail email misses the mark when not optimized
holiday sales to increase 3.6%, NRF, October, for mobile apps and web, Internet Retailer,
2016. September, 2016.
ii. Based on National Employment Database, Bureau xi. Is Black Friday doomed to extinction?, Retail Wire,
of Labor Statistics, Extracted November, 2016. October, 2016.
iii. Report - Holiday shoppers waiting until post- xii. Online sales will surpass $1 billion nearly every day
election, Chair Store Age, October, 2016. this holiday season, Adobe predicts, Internet
Retailer, October, 2016.
iv. NRF Holiday Spending Survey, NRF, October,
2016. xiii. Online retailers strive to overcome integration
challenges, Avaya, April, 2014.
v. Fitch - student loans, stagnant wages push
millennials off housing's wealth ladder, Fitch xiv. The Future of In-Store Kiosks - 3 Ways Endless
Ratings, November, 2016. Aisle Blends Full-Serve and Self-Serve, Retail Dive,
September, 2016.
vi. Boomers vs. Millennials - holiday shopping,
PYMNTS, September, 2016. xv. Knowledgeable, Empowered Associates Sell 87%
More, Survey Confirms, Retail Touchpoints, June,
vii. Smartphone shopping comes of age with 20% 2014.
fully shopping via a mobile device and 60%
willing to, says study, Internet Retailing, October, xvi. Free shipping leads to happy holiday customers,
2016. PYMNTS, November, 2016.
viii. Why do consumers like retail apps? Retail Wire, xvii. Higher shipping fees will force e-retailers to
October, 2016. adjust, Internet Retailer, October, 2016.
ix. The 2016 U.S. Mobile App Report, ComScore, xviii. 20% of US residents belong to Amazon Prime,
September, 2016. Internet Retailer, October, 2016.
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