Back to the future: Retailers need a new approach for winning customers

The easing of lockdown measures, although slow and steady, has come as a welcome relief for retailers. We can now work towards rebuilding through the eventual easing of all restrictions.

While the lockdowns have been long and painful, the appetite to return and shop in-store remains strong. But it would be naive to just act as though it was still 2020 in reopening and returning to the same plan. It is incumbent on retailers to recognise how consumers have changed their shopping behaviours.

Successful retailers have always understood the motivators and triggers for different customer groups and then offering an appropriate, tailored approach. This needs to be recognised and acted upon.

We recently took the temperature of the nation with a survey of changed shopping behaviours – with some interesting and encouraging results. The vast majority polled (70 per cent) revealed they were planning on visiting stores as much, or more than pre-pandemic. Only two per cent of respondents said they wouldn’t return to the high street. But digging into the detail we can start to see some distinct trends within this.

Localism remains strong

A new appreciation of localism has been one big factor that has brought our communities closer and changed perceptions that local perhaps meant less choice, as 35 per cent of respondents said they have purchased from a local or independent store that they would not have done pre-pandemic.

Meanwhile, the expectation might have been the very oldest might be the most loyal to the high street; interestingly, 35-44 year olds in our survey were the most loyal.

With the different factors motivating consumers to return to shops, 27 per cent of over-55s said the enjoyment of shopping was the thing they were looking forward to most. But this compared with only 15 per cent of under-55s. 81 per cent of respondents cited convenience as a key factor; this trend was most prominent in 18-24 year olds.

There is potential for physical retailers to target younger consumers with a focus on the unparalleled customer experience in-person shopping can achieve.

Flaws in online

Despite the huge choice online, the idea that consumer behaviour has been entirely different digitally was somewhat dispelled by the research. 49 per cent of respondents said they mainly shopped from the same stores online that they always used to visit offline.

But our research also really highlights the flaws in the online experience. A massive 58 per cent cited issues with ordering as a key disadvantage to online shopping. Interestingly, issues with orders was selected most prominently in people aged 34 and under.

Those most concerned by returns were 55-64 year olds in comparison with 18-24s who were least concerned. This highlights the different ways people have been brought up shopping. Given environmental issues are a concern to younger shoppers, we should perhaps emphasise more the fact physical retail can reduce a consumer’s carbon footprint.

A hybrid approach

Rather than just focusing on one channel now at the expense of another, if the pandemic has taught us anything it is the strength of having a hybrid omni-channel offering – being agile and flexible to respond to changing customer requirements.

Certainly consumers seem adept at mixing and matching their in-person and online shopping. For example, 38 per cent would use new online skills to research an item online and then buy it in-store, and over-65s are the most likely to do this (54 per cent).

This underscores the need for a joined up brand and retail experience. This is particularly the case with the considered purchase sector; as we came out of previous lockdowns, consumers have shown a willingness to ‘shop with purpose’ in- store for items they have researched online.

As we return to something akin to normality, it is clear just rolling out a 2019/2020 strategy won’t cut it. The desire for physical retail is there, but we need to understand people’s changed realities.

Retail is one of the most dynamic industries, and changing to meet the needs of consumers has been the hallmark of great retailers in the past and will be tomorrow. Let’s get back to the future.

To read the full article please visit ERT.

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New Gekko survey finds the majority of shoppers have returned to stores

With retail lockdowns across the UK now easing, our research has found that 88% of shoppers have returned to physical stores in the first two weeks and felt good about it!

At Gekko we are always looking to better understand the customer journey at all stages of the shopping cycles in all categories. We do this to gain a wider understanding of the retail environment, allowing us to better train our staff and serve our clients.

Back in February, while non-essential retail was still subjected to lockdown restrictions, we surveyed consumers to gauge their shopping intentions once lockdown ended. Our Great British Retail Take Off survey revealed that there was a huge pent up demand to return to the high street with 70% of people planning on visiting stores as much, or more than pre-pandemic and with key motivators being the ability to physically interact with products and have an enjoyable experience.

With the majority of retail restriction now lifted, Gekko wanted to revisit the subject and gain an insight into whether the public have returned to stores in the levels that said they would in the previous survey. Further from this, we wanted to see how the public felt about the way stores are trying to keep them safe. The survey, which was conducted between 26th-30th April, two weeks following the reopening of non-essential retail, provides an insight into the positive sentiments of UK shoppers have regarding stores reopening.

Indications are that physical retail is back, and shoppers are excited to return. Through the responses from this survey, and the comparison between these results and our previous Great British Retail Take-Off survey, we are able to see several noticeable trends.

In a win for bricks and mortar shops, people have visited stores more in the two weeks since restrictions were eased than they did pre-pandemic (previously predicted at 12%, now at 18%). This is backed up by the fact that 87% of people returned to physical stores at least once in the 2 weeks after lockdowns were eased, compared with only 70% who said they were looking forward to returning to store in our previous results.

The overwhelming majority (80%) of people who had returned to store felt that stores were doing enough to make them feel safe. Retail has continued to adapt at every stage of the pandemic, and the fact that so many are willing and able to get back out and shop safely is testament to that.

About the research -The online consumer survey was conducted by Gekko between 26th – 30th April 2021.

To find out more about this survey please visit our website or to obtain a full copy of the report, please contact us at info@gekko-uk.com

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Future Proof: What’s next for retail?

Future Proof Podcast: the marketing podcast from Kantar and Saïd Business School, Oxford University

In this episode, Daniel Todaro, founder and managing director of Gekko Group, the retail marketing agency specialising in consumer electronics speaks to Jane Ostler from Kantar.

Dan talks about how brands and retailers can improve the experience for customers in an evolving marketplace, noting that while omnichannel and online shopping has increased in importance, shoppers are still very keen to touch, try and experience a product – so high street retailers have plenty to think about when it comes to satisfying pent-up demand. He also discusses the increased use of electronics at home, how Gekko has delivered training during the pandemic, and the way sustainability and localism will affect retail strategies.

Please click here to listen to the podcast

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Getting ready for the post-covid retail boom

From being in the grip of the second wave in a bleak mid-Winter two months ago with so much uncertainty and anxiety there really has been a remarkable turnaround due to the determination of all to fix this situation. A majority of the population have been vaccinated and sunnier days are here literally, well almost, but also metaphorically. The Bank of England say the economy is all set to bounce back quickly, driven by a boom that will dwarf predecessors in its intensity and size, predicting that Britons will spend around 5% of the estimated £250bn of savings accumulated over the past year. Others predict nearer 20%, which would still be £50bn.

It is already time to start predicting what will be the key drivers for growth in this transitional period. The roaring twenties were brought about after hardship which triggered a rebound in consumer spending and prosperity. Even if what is to come doesn’t quite last as long, there will still be a heightened passion to enjoy a return to normality and indulgence in the things consumers have missed out on the most. Whilst the 1920’s was more than a lifetime ago, most of us remember the 90’s. The latter part became ‘cool Britannia’ creating a wave of confidence which undoubtedly became the precursor for the shared will and determination to be ourselves today and do it with swagger.

So how do brands and retailers plan for this, project their swagger and reward customers who have remained loyal? Gekko has pulled together some key insights and trends to consider with retail doors open once again.

Consumer confidence is back

Research by McKinsey & Company shows that optimism regarding the UK’s economic recovery is at the highest recorded level during the COVID-19 crisis. Despite different generations experiencing decreased household income and/or increased savings, optimism has also led to an increase in spending. Forty-seven percent of consumers showed an intent to splurge in 2021 to reward themselves for the trials and tribulations of the past year. Younger consumers, especially Gen Z, 71% are indicating a higher intent to spend or treat themselves, and are keen to get back to enjoying themselves.

The rise of localism

It is likely that a significant proportion of pent up spend may continue on local businesses which have found plenty of support during the pandemic. YouGov found out last year that 64% of people want to support local businesses and buy local products. This has been borne out by our own recent survey of predicted consumer behaviour post-lockdown. 35% of respondents said they have purchased from a local or independent store that they would not have done pre-pandemic. Meanwhile 52% of men, and 49% of women have been more loyal than not to their high street stores. While the expectation might have been the very oldest might be the most loyal to the High Street, interestingly 35-44 year olds were the most loyal, with 74% professing loyalty to their High Street. This shows the strength of multi-age support we have had for the local businesses who have so supported us during this time.

Although the trend may quieten once all stores reopen, local share of business will remain higher than it was pre-pandemic, and is an area to utilise for retailers. The personal experience and convenience of local can be tapped into. With most people still working from home, local shopping is set to continue this year and beyond to meet the needs of its immediate community.

Innovations led by physical retail are set to continue

An encouraging aspect of the past year has been the ability of smart retailers and indeed physical businesses of all description to pivot and adapt to survive. While there have been some high profile casualties, the reality remains those who have been nimble have seen the benefit. It has also shown up the myth that all innovation occurs within the digital realm. It is likely that more than a few of the innovations will last in this new retail era which continues to evolve. For example there is renewed and growing enthusiasm for click and collect, due to the convenience and hygienic aspects. It is now an embedded part of many consumer journeys, especially in grocery shopping, but also increasingly in all non-essential retail. Our own research has shown that over 35% of people want to see this trend continue even after the pandemic. Retailers need to react to those continuing to want to use this method. An obvious example being upselling products in a collection environment.

There will be a continuing overlap of online and offline in some purchasing journeys. In response, retailers should make sure they offer a slick omnichannel experience which will appeal to all generations. Click and collect will remain a great way to appeal to Generation Z. This is an audience that wants to shop online but also have a focus on sustainability with concerns about the environmental impact of the deliveries in terms of the distance travelled and packaging.

Customer experience is crucial

With online shopping now fully embedded, physical retailers need to emphasise the instore user experience to provide that differentiating factor from the online realm. A good customer experience means your customers will spend more. In fact, 86% of buyers are willing to pay more for a great customer experience. The more expensive the item, the more they are willing to pay, according to a research from PWC. CX also influences on-the-spot purchasing too, as 49% of buyers have made impulse purchases after receiving a more personalized experience. A Walker study found that at the end of 2020, customer experience had overtaken price and product as the key brand differentiator. This becomes increasingly more important amongst those generations that intend to spend more than they’ve saved.

Looking at our research, when asked what makes people want to return to the High Street, the experience was the thing that was really missed. 62% said it was the ability to see, hold and try a product. while 52% miss the ability to browse. The same number, 52% reported the sheer enjoyment of shopping as a key factor in returning.

Retailers should react by stimulating the senses and having the right experts instore. People who truly understand the product, can answer questions and can close a sale. This is something the online world can not replicate. To complement the expert, think about presenting those products in an appealing way. You will want to focus on products that that have increased in popularity during the pandemic – those supporting lives now more centred at home. Make them visually appealing with great displays and demos. Ensure you have clearly labelled product details, features and benefits and ensure any promotions are clearly highlighted, ie. what it integrates or works well with.

Prepare for the megapeak!

As we bounce back from these long months closed, retailers have the opportunity to make up for lost time with a real focus on peak trading times and trends. We may not all be going on holiday but we will be taking holiday and enjoying summer as best we can. This year peak trading times will return like no other year. In Q4 2020, we saw the advent of what could be described as a 10 week ‘mega peak’ that upended the usual promotional strategies of the season. Average spend went up to £86.06 (+£7.22 vs 2019). The goalposts were shifted once Amazon announced that Prime Day would move into October from July. Black Friday and Christmas plans that have become retail tradition saw this newcomer arriving earlier and reacted by also shifting their strategies accordingly, leading to an extended mega peak. The expectations are now set for this year, and it is unlikely that Amazon will give up its new slot without a fight. Wunderman Thompson predict it will again aim to be the one to kick off the festive promotional period.

Others will need to get their operations ready to counter, the right marketing, offers, and consumer experience will be vital. At least this time they have more notice. We may have changed in many ways but the propensity of shoppers to spend as a key way back to normal life looks certain.

Retailers need to be ready as we look forward to the boom and continuous change.

To read the full article please visit Retail Sector.

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The Great British retail take off: 70% of consumers plan significant return to High Street

There is a huge desire to get back to the High Street, according to a new survey by Gekko on consumer shopping intentions when lockdown ends. 70% of people are planning on visiting stores as much, or more than pre-pandemic when they reopen in April with only 2% of respondents saying they wouldn’t return to the High Street. However nearly half of shoppers want reduced store capacity to continue due to coronavirus still being in circulation.

Pent up demand
The research identifies a huge desire and pent up demand to return to the High Street with key motivators being the ability to physically interact with products and have an enjoyable experience. When asked what makes people want to return to the High Street, 62% said it was the ability to see, hold and try a product, 53% support the High Street, while 52% miss the ability to browse. The same number, 52% reported the sheer enjoyment of shopping as a key factor in returning. In terms of shops they were looking forward to visiting, nearly three quarters (73%) of people were looking forward to returning to a clothes stores, 38% to garden/DIY stores and 23% to technology stores. Men are 3 times more excited about visiting tech stores compared to women. Meanwhile 24% of consumers are planning a shopping splurge when lockdown eases with 18-24 year olds the most likely to splash out (40%).

Covid safety measures
With Covid nerves still very much apparent, 86% of respondents don’t want shopping to return to exactly the way it was pre-pandemic. Nearly half of respondents (49%) want reduced store capacity to continue, which will be at odds with retailers’ desire to attract the masses back in-store. 61% want to keep hand sanitizer points and nearly a third (31%) want more click and collect. However only 11% said they wanted limited contact with goods to stay, reinforcing the fact that people like to ‘try before you buy’. For the 30% of Brits planning to visit stores less, COVID safety concerns were the most cited reason.

Changed shopping habits
While online has benefited greatly from the pandemic, the research also identified that supporting local businesses is high on consumers’ priorities. Over a third (35%) of respondents revealed they have purchased from a local or independent store that they would not have done pre-pandemic. Over half (52%) of men and 49% of women have been more loyal to their local high street stores. Younger people are independent stores’ most supportive group online, with 47% of 18-24 year olds responding saying that they shopped with them. Interestingly 38% would use new online skills to research an item online and then buy it instore supporting people’s wishes to get back to the High Street.

According to Daniel Todaro, Managing Director of Gekko: “With light now appearing at the end of the tunnel, it is even more important to understand how consumer behaviour may have changed, what people are now used too, and what they are excited about when it comes to returning to physical retail. Encouragingly, our research shows despite some less than favourable predictions, the demand for physical retail remains strong. The research shows that absence makes the heart grow fonder with consumers missing the ability to see, hold and try products and the sheer enjoyment that sensory pleasure brings, with online unable to replace this experience. However consumers remain cautious at this stage with a preference for measures to be in place. As the vaccine rollout continues and lockdown eases, retailers will hope these concerns will fade away.”

About the research -The online survey of 541 consumers was carried out by Gekko in February.

To find out more about our survey research please visit our website.

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Out Of Office – Treat Bouquet

We have a creative and vibrant team here at Gekko and we wanted to take a moment to showcase their talents and skills when they are out of the office. We hope that their hobbies and interests could give you some ideas of what to do whilst we all wait for restrictions to lift and for life to get back to normal.

With Mother’s Day on the horizon we wanted to show you how Paige, from our Head Office Team, makes fantastic treat bouquets. Paige has put together a simple ‘how to guide’ so that you can make your own ahead of the big day on March 14th. Visit our Instagram Page for some step by step images.

Don’t worry if you can’t get hold of the items Paige uses, she has also suggested substitutes that you might be able to find around the house.

You will need; 

Bouquet box or Tissue box

Wooden Skewers or something similar

Sticky take or a hot glue gun

Floral foam or polystyrene

Favourite Treats or small gifts

Tissue paper

A bow or a ribbon

  1. Create the base of the bouquet 

You will need a bouquet or presentation box but if you cannot get hold of one of these, you could try using a tissue box or another small empty box.

Place tissue paper into the box and arrange it to suit your arrangement, place a piece of floral foam or a block of polystyrene, from packaging from within a parcel, into the bottom of the box.

Top Tip!

If you are worried about it falling maybe try adding something heavy to the bottom of the box i.e some pebbles or marbles.

2. Build your bouquet structure

Find your favourite treats, ensure there is a variety of sizes to make the best looking bouquet you can. Once you have chosen your favourites, using sticky tape or a glue gun attach the wooden skewers to the back of the wrapper. Larger treats may need 2 skewers to support them.

Top Tip!

You could use sweets treats in the bouquet or if you would prefer you could use smaller gifts such as hand cream or even add in polaroid photos to personalise it.

3. Arrange your bouquet

Think about where you would like to place your treats, but remember to be mindful of the weight and distribute them to ensure it doesn’t topple over. 

Take some time to place the skewers into the box and cut, when needed, to suit your design.

Top Tip!

Place smaller treats to the front of the bouquet and larger to the back to ensure that they can all be seen. 

4. Add your bow

Once you are happy with the arrangement of your treats and everything is steady, you can add the finishing touches. Paige has used a bow that she found online but you could also use ribbon you may have left over from a christmas or birthday gift.

Top Tip!

You can never have too much embellishment so if you want to, add sparkles, stickers or paint the box to match your arrangement.

5. Give it to someone you love

Make someone’s day and give your arrangement to your loved one. You could also if they wouldn’t mind sharing the treats with you… 

Top Tip!

Add some of your favourite treats that your recipient doesn’t like, that way you are guaranteed they will share it with you.

This bouquet doesn’t just have to be for Mother’s Day they can just be a fun way to lift someone’s mood if they are struggling during lockdown or a lovely birthday gift for someone with a sweet tooth. 

If you do create your own bouquet please share pictures with us, we would love to see them!

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Retail and Ecommerce in 2021 Questionnaire

Click here to participate in the questionnaire

Here at Gekko we are always looking to better understand the customer journey at all stages of the shopping cycles in all categories. Whilst non-essential retail remains closed and we have, as a nation, been forced to change our shopping habits, we would like to ask your opinion on how you have shopped during the era of the pandemic.

You might have shopped more, shopped less, made the shift online, or are holding out for the stores to reopen. Please put yourself in the position of you as the shopper and your personal experiences to let us know more by answering the following questions.

All responses will be anonymous, and the survey should only take about 5 minutes of your time. The findings will then be aggregated to better understand how shopping behaviours have been influenced over the past year and possibly into the future.

The survey will run up to the 21st February, and we will collate the results shortly afterwards.

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Five positive signposts on the road to retail recovery in 2021

The data presented in nightly news broadcasts is a strange hybrid of bad news and good news. Of course, we have the all too familiar grim updates on hospitalisations and deaths as a result of covid. But we also now have a counter-narrative – the numbers of people vaccinated who can look forward to a fear-free life again. We may be in the midst of a lockdown, but hope is not only on the horizon but in front of our eyes and shortly to be in our arms. The best of times and the worst of times.

Retailers are also facing a mixture of challenging and hopeful data. The British Retail Consortium (BRC) recently revealed sales growth overall falling by 0.3% in a year dominated by the Covid-19 impact – the worst annual change since the BRC began collating figures in 1995. Yet this is hardly surprising, with the Government forcing retailers to close. Unlike in the midst of other recessions, we can be confident an unprecedented bounce back is looming. A recent KPMG/Ipsos study points to a sales growth of up to 3% for 2021, despite the huge challenges in the first two quarters. Indeed there are several signals that point to a swift route to recovery in 2021.

Weathered and tested

The resilience of retail has been a remarkable success story of 2020 in the face of continuing huge challenges. Throughout the pandemic, retail has been written off only to bounce back whenever it has been allowed to trade. This is evidenced by the figures for lockdown two. According to the ONS, the headline figure for retail sales volumes in November during the second lockdown were 3.8% lower than in October, ending six months of growth. However, the drop was smaller than analysts had expected and, remarkably, sales remained 2.6% above February’s level in the year to November. This was all the more impressive given lockdown forced many shops to close during the month.

Throughout the past 12 months, retailers have had to adapt their trading at short notice, whether closing altogether or introducing a variety of safety measures and still enticing customers to spend. They have also needed to embrace new ways of trading, from click and collect to virtual shop floors to having sales experts in call centres rather than in person. This experience and ability to weather these storms and still attract customers mean retailers will be in much better shape when the good times return.

A shot in the arm for consumer confidence

Retail has always needed and relied on a confident consumer to sustain itself. You feel hopeful about the future and you are more likely to splash out. Over the past few months, we have had a perfect storm of negativity. Daily charts showing exponential infection and death rates highlighting the problem now, with no end in sight creating a feeling of hopelessness. This has created a mental health crisis to add to the immediate public health crisis. However, just as the confidence has been sapped by one thing – the coronavirus, so the cure can be the vaccine – a literal shot in the arm for consumer confidence. Of course, millions have been negatively financially impacted by the crisis, but due to the furlough scheme, many have been protected in a way that hasn’t happened in previous recessions.

Indeed this was the analysis by a KPMG/Ipsos retail think tank, which said retail should be able to look to a brighter second half of 2021. Pent-up savings, demand, a more confident consumer and a successful vaccine roll out all point to a strong rebound. However, it also points to some consumer behaviours changing during the pandemic, with performance varying across different categories.

Retailers have embraced an omnichannel strategy

The pandemic has speeded up the adoption of an omnichannel strategy for many retailers that was probably overdue. Dunelm is a good case in point. Despite huge challenges in its retail estate, the company’s investment in the online channel has paid dividends. Despite all of Dunelm’s 174 stores in Britain being closed to customers, the company expects pre-tax profit for the first half of its financial year to be about £122m, up 33.9% on the previous year. This is due to the investment in online and the trend for home furnishing during the pandemic. Similarly, Dixons Carphone Warehouse announced pre-tax profits of £45m for the six months to 31 October with online sales up 145%. Those brands that have a strong online presence have been able to trade successfully and will benefit even further when their physical stores re-open. Particularly given the next key signal.

Pent-up demand for physical retail experience

Despite online retail’s undoubted increase of the share of the cake, reports of the death of physical retail have been greatly exaggerated. After each lockdown, there has been huge pent-up demand in evidence whenever shops have been allowed to operate. This is despite uniquely off-putting circumstances for consumers to venture out. While we are in the midst of a third lockdown, we know from the end of the second one that footfall increased by nearly 20% as determined consumers returned to stores. With increasing numbers being vaccinated, we can expect an even stronger rebound this time. I am really confident we will see an unprecedented retail re-emergence when the impact of max vaccination is felt. Even retailers like Primark, which recently revealed a £300m hit to profits, remain bullish. As Jason Bason, finance chief of its parent company Associated Foods, pointed out, when its shops had been open sales were only down 14% despite the restrictions. After all, if people are still wanting to venture out during a pandemic, we can be guaranteed they will flock to stores when we have the vaccines rolled out and no longer have to be scared of strangers. People miss the retail experience.

Capitalising on the new trend of ‘shopping with purpose’

One real trend we have seen during the pandemic is ‘shopping with purpose’. This is consumers wanting to make fewer journeys out, but when they do, not returning empty-handed. Our own analysis for the last trading period, December showed really healthy growth in conversion rates of 51%. This was due to pent-up demand and people returning to stores with a real purpose to buy. Again, the result of lockdown is to make the return to retail all the more profitable – something that can give retailers something to look forward to as we focus on getting through this difficult time. This particularly applies to categories like consumer electronics with higher ticket items and people less willing to buy online. The pandemic has underscored we may be less willing to venture out, but when we do we want to make it count.

While we are in the middle of a really difficult period it may be difficult to keep optimistic, but as we approach the end game of this crisis we can be sure that the public will want to celebrate their new-found freedoms. Retailers that have adopted the right strategies can benefit when good times return.

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Boosting your productivity and mental health for home working

While we may have wanted to start the year on a positive footing and ready for the new working year, the latest lockdown has made this a challenging time. For those able to work from home, it can be difficult to differentiate or define mentally and physically the difference between where you work and where you relax. With so many now having to face up to home schooling this adds a further layer of stress on an already tricky situation. But one consolation might be – we really are all in this together.

The New Year remains a good time to develop new positive habits and also recognise the bad habits you may have picked up. Let’s make the best of the situation and work from home productively while looking after our mental health.

Here we have outlined a few tips and tricks Gekko have used with our teams to manage and achieve the best work life balance with all our lives being within four walls.

Create a ‘home office’, however small

You may well have begun the first lockdown with a dedicated home office. Over time you may have witnessed ‘office creep’, increasingly working from the sofa or checking emails in bed. Have a renewed focus on creating a place you can separate from the rest of your home life. This will psychologically create an important distinction enabling you to switch between home working and home living. If you are able to use a separate room, close the door when the working day is over. This will help the active brain switch off from the thoughts of the working day.

However many don’t have the option of a dedicated working space but we can still apply the same methodology. Make sure you switch off the laptop, ipad or work phone and put them in a cupboard or drawer. Having a laptop out of sight will help put it out of mind meaning you can enjoy your evenings without being distracted. Make sure you do it every day to embed this as a habit. This will be your own version of leaving the office at the end of the working day – without the commute to have to contend with.

Support your posture, your lap shouldn’t be your desk

Working from home means it is all too easy to have no barrier between work and playtime. The ‘soft office’ is a phenomena that has developed throughout the country with a couch replacing your chair and your lap becoming your desk. This of course is bad for your posture. Look to find a more sturdy working space one that may emulate your office set up and ensure you have a chair that supports your back properly. One great tool is Upright Go, which can track and train your posture. This app also provides a visual representation of how you look when you are working. This can be eye opening.

One option is a Standing Desk for your Laptop. These are adjustable to suit any height and will bring your laptop to eye level, which is also perfect to present and work at.

For those using a monitor rather than a laptop screen there are great affordable options for a home office out there. Many brands have a range of different size monitors at reasonable price points to suit any task and will help you to lean into your laptop screen less.

Have a test week to monitor your productivity

You may have put boundaries in place when you first started working from home but over time they may have disappeared. These might be languishing alongside those plans to learn a new language or play an instrument. If they have, take some time to figure out out how you feel most comfortable and the ways you work which make you most productive. You might even start off with a test week where you assess your productivity and how long you are spending on different tasks.

One great exercise is monitoring how long tasks take. You can use a laundry cycle to monitor how long you have focused on one piece of work. Activity trackers like Rescue Time or Clockify are great for showing exactly where your time goes. You can even get Alexa or Google assistant involved. Set timers to get them to remind you to move onto another task or manage your workflow throughout the day.

Don’t skimp on breaks – schedule them in

If you have been working from home for a while it is easy to forget what a usual day in the office looks like. In some ways it is harder to take a break without the natural conversations with colleagues etc to break up the day. The day marches on without notice meaning lunch is grabbed on the hoof between calls. Also it is also possible not to see any daylight, particularly in winter months. This can all serve to burn you out, meaning you become less productive.

Combat this by planning your days in the morning. Add in breaks where you may have had them when working in the office. Your Fitbit should come in handy for this. You will be able to set reminders to take a break and track your steps. If you don’t make your 10,000 steps during the day it is the perfect excuse to get back out once the working day ends. One technique to look at is The Pomodoro Technique. This technique uses a timer to break down work into intervals, traditionally 25 minutes in length, separated by a short break. This can help you reset your mood for five minutes with some soothing music or a set time to grab a cuppa or fill up your water bottle.

Boost your mood and steps with on the go meetings

Working from home can certainly feel isolating, particularly for those used to an office environment. However remember your other colleagues will likely feel the same. Schedule times for an all team video call or even walking meetings to catch-up. You can increase your steps and even set team challenges.

If you know you do not need to be in front of a screen for a meeting why not use it as a chance for some exercise? It can be a real win/win. Grab your trainers and ear buds and go somewhere quiet while participating in the meeting. Just make sure it is somewhere you can get good reception and limited background noise, just hit mute when you’re not talking and remember to unmute when it’s your turn.

Working from home may have its positives but it’s not always easy. Remember to not be too hard on yourself while adapting to changes you can’t control. The great thing about lockdown is it creates an opportunity to work ‘your way’, whether listening to your music or taking breaks when you want. Make the best of the situation to embed some positive new habits while working from home, even one change will make a difference.

To read the full article please visit Bdaily.

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Brands Don’t Lose That Human Touch – Time to Get Creative

Brand ‘touchpoints’ are increasingly becoming digital, rather than physical, in a world of social distancing. With physical retail in a cycle of lockdowns and people subject to ongoing restrictions, the world of browsing and the art of touch are becoming lost – a necessity of social distancing and hygiene measures. But this key ‘human’ sense influencing purchase simply can’t be replicated in the information-led, online realm.

Luxury brands immerse a consumer in plush carpets underfoot, theatrical lighting in opulent surroundings in glamorous locations complete with the meticulous attention of an expert who has your undivided attention, making you immediately feel the brand is worth it. But with all of these luxury stores having faced periods of closure, we have seen a large reduction in footfall across major cities globally. The ability to capture the essence of the brand online is compromised. The case in point is Burberry who is perhaps a brand more advanced in e-commerce approach to high-end retail. However, the company saw a decline in profits of an estimated 80% coming in at £42m for the six months to September. Other luxury brands are not immune either, with Mulberry reporting a 29% decline in revenue for the first half of the year, due to store closures.

So how can brands fill the void that perhaps we all took for granted and relied so heavily upon? The role of other ‘touchpoints’ becomes even more vital in creating a customer journey that captures the consumer imagination and creates intrigue in the brand to explore more and make a considered purchase.

The new nature of shopping

When retail opened after lockdown one, we at Gekko uncovered a trend that consumers, starved of retail, were returning back to store and shopping with purpose. The journey was necessary and, on arrival, the budget in mind was set and the expectation to part with money was resolute and implied. We looked at all of our return-to-store campaigns across the considered purchase CE sector, focused on 6 distinct categories of Computing, Mobile, White Goods, TV, Smart Home & Wearables, and measured them week on week. The result was that we saw an increase of 28% in conversion rate from demo to sale and 22% in the average basket value.

Now, the increases can be attributed to consumer behavior but also significantly to the assisted sale element of the customer journey that facilitates the sale. The socially distanced engagement remained personal to the shopper and the ability to ask questions was imperative in not only cloning that sale but also increasing the consumers’ spend.

The best strategy and playbook in this new world to maximize the other senses to really sell a brand’s quality are a challenge. We must, therefore, meet the need to make traditional retail a destination worth a consumer’s time and safety.

The voice

Key to this is voice: A trained sales advisor, who can extol the virtues of a product and close a sale even if this is over the phone with outlets locked down or in person with a shopper making a ‘purpose-driven’ shopping visit. To engage the advisor in training, brands and retailers must adhere to covid-secure protocols, so the approach also needs to be reimagined. By keeping it succinct and energetic, and not like training but more a story with several chapters, some yet to be written but lined up to create excitement. By taking it virtual you can still be engaging if you follow the same approach and have the same energy as being in the same room – as if it’s still personal. Online, it’s a harder sell but call it engagement rather than training and it can become more creative. Gamify the process and link it to rich online content from your website, also advertising campaigns and events.

Product knowledge and brand advocacy amongst retail sales staff are crucial components to success in retail. It starts with effective product launches and is something that traditionally relies on face-to-face engagement and hands-on time with new products. Again, the lockdown has forced us all to think differently about the approach. A virtual approach can enable brands to create genuine excitement for new product launches, engaging retail sales staff and cascading knowledge and know-how to them, again making them more effective in their shopper conversations.

Don’t lose your touch

Touch: Displays of action and demo devices demarcated or constantly wiped down more often than they would probably do if in your possession as your own device. Keep it straightforward and clean. Stand back, encourage play, and keep the conversation flowing using open questions. Learn through specific questions and examples about the customers’ usage habits, likes and dislikes about their current device, and link to features you know are relevant to the user.

When it comes to effectively demonstrating products to shoppers, creative thinking can pay dividends. With some of the limitations indicated above, brands can take the initiative and facilitate the demo experience. Think creatively! Another initiative we implemented was taking the demo to the store and controlling the experience whilst on site. The brand was able to tell the story in their own distinct voice.

Leave a lasting memory

Finally, think about the memory that consumers will be left with. Poor knowledge and advice – when asked for – and an ill-thought-out display will create a negative lasting impression. Missing product information, price tickets, and the devices not being demo-ready will all provide a bad customer experience. The decision to purchase should create a smooth transaction for the customers and, if not in stock, it shouldn’t be a problem. The retail sales advisor should be able to order it online enabling the customer to click and collect or have it delivered. If in stock, the customer should be looked after through to the point of transaction and be on hand to answer any question on set-up and integration of the new device further validating their purchasing choice.

The positive engagement with a brand ambassador or retail sales advisor is the game-changer that increases conversion rate and average basket value, achieved either through a higher purchase price or connection sale and, perhaps, an advocate of both brand and retailer. This is much harder to achieve online and never as gratifying for the end-user as a customer journey that enhanced the individual’s perception of the brand, and worth in relation to their own very personal budget.

As a brand, put yourself in your customer’s shoes and consider what you aspire to achieve, and redouble your efforts. Use this personal approach to enhance the customer journey, engaging in the most effective manner possible with your target consumers. This begins with training that grabs the imagination. Explain creatively how to tell a personal story on the shop floor, that envelopes the consumer, enough to become a customer through informed choice and not merely through distress or promotion. In a world of reduced physical contact, we need to think creatively to ensure brands stay in touch with the needs of their customers.

To read the full article please visit Branding Mag.

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