Monthly Archives: September 2018

Time to get to grips with social media

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As I write this article, Amazon Prime Day, which ran for 36 hours across July 16-17, has been and gone. But it wasn’t free from issues, with reported instances of links not functioning and pricing on some items not the lowest available.

This resulted in some abandoned baskets and frustration for consumers who had deliberately postponed their purchases until Prime Day, which had been heavily advertised in advance.

An omni-channel approach to retail, while not necessarily essential, is advisable if retailers are to compete effectively against strong online competition. But you have to get it right, as Amazon inadvertently demonstrated.

So why should independent retailers make the most of digital marketing and in particular social media?

Retail giants such as Amazon and Currys PC World have huge budgets to spend on marketing, but that doesn’t mean independent retailers can’t expand their reach beyond their local community or stand out. By better understanding your market and tailoring content, a digital strategy can increase footfall in-store and sales off- and online.

The new 2018 Global Digital suite of reports reveals that there are now more than four billion people around the world using the internet. Independents have an equal chance to capture the attention of new and existing customers.

Don’t be put off by how many online shoppers there are. In the considered purchases category, consumers still want to go to stores for the experience – if you give them a reason to.

Gekko’s recent OnePoll ‘influencer’ research has conclusively proved that ‘over 50 per cent off’ shoppers still want to head to a store to see, touch and experience a product in person. An effective digital strategy can help attract these customers in-store.

Be social

Twitter, Facebook, YouTube and Instagram can all help grow customer relationships and drive sales online and off-line. The trick is to listen, respond and promote in line with the customer profile you are selling to. Be creative, be professional and be engaging.

Many independent retailers don’t have an army of social media experts behind them. But it is still possible to leverage topical news and mentions of related products and conversations that can attract attention to specific products or brands you are ranging. A good example is the potential increase in SDA sales linked to news around broadcasts of Great British Bake Off (GBBO).

Don’t be afraid to use any opportunity to jump on the bandwagon. Get involved in the conversations across all social media channels to raise your profile.

Listen to your customers. If you are being messaged online, respond to and actually log what they are saying. The better you understand customers’ needs, the easier it is to sell to them and others.

If you build brand loyalty online, you can then direct the shopper in-store. It’s the perfect opportunity to build a fan base.

Responding to customer feedback online, good or bad, is vital to ensuring your profile and standing are heightened. Don’t ignore negative comments, these must be addressed and used to direct the customer to the store for more help or the chance to try another product – take the conversation off-line, but resolve it and then drive them to the store.

Ultimately, the main aim is to get people in-store. Social media is the ideal platform for retailers to post promotions, new products, launches and in-store events so that customers that wouldn’t normally see them are engaged and inspired to walk in. Promote ‘shares’ from other people and encourage a social culture among your staff. By doing so, it can only help to attract new customers to your store and more importantly your ‘high street’, with your store supporting a vibrant shopping environment for the community.

When considering promotions, the key to the right promotion is tailored communications. Experiment with Facebook advertising to target people near the store and send them an offer that they can’t refuse or a message that piques their curiosity.

Independent retailers have the opportunity to stand out from the crowd and be different from the generic multiples – customers appreciate this in a saturated marketplace where a ‘one-size-fits-all’ approach is all too common.

Keeping track
It’s vital to track any online campaigns that you run – big or small. Measure the number of customers that have gone into store as a result of seeing an online advert or post by using promotional codes and training your staff to ask how they found you. This heightens the personal nature of in-store shopping, while telling you more about their customer.

Once it’s clear what works best and how to communicate with the right customers, those that will purchase, a digital strategy offers a world of opportunities.

Those of you who firmly believe it’s ‘not for you’ are increasingly alienating yourselves from a target audience. If you use social media in your personal life, then so do your current and future customers.

Read the full article on ERT Online.

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IFA 2018: Substance or hype?

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I’ve been coming to IFA for many years and as a self-confessed gadget addict it’s like being a kid in a sweet shop. But like deciding which sweets to buy all those years ago, it’s a bit overwhelming and disappointing if you don’t choose wisely and suffer from buyers’ remorse!

So, here’s my take on what consumers should look out for and how marketers and retailers can prepare themselves for what innovations are coming next:

This year IFA was very comfortable in its own skin. Its confidence bolstered by the fact that Europe is a big market and like it or not, the UK whilst important does not set the agenda – so we didn’t see Brexit significantly impact the conversation. But what we do have to be aware of is that there are new, more stringent energy efficiency ratings for Major Domestic Appliances being implemented by the EU in 2019, that if not adopted in the UK could mean consumers are being sold products which are less energy efficient and environmentally friendly.

It’s either going to be easier or more difficult for brands to distribute in the UK – which would be a sad day for British consumers, who are low on the list for renewable energies and could potentially have appliances that are uncategorised.

Over the last four years as, smart technologies evolved from infancy to real life products and applications, brands are feeling excited and confident about the future and not surprisingly and as predicted last year the voice assistant is driving the conversation. There are still only really two major players, Amazon Alexa and Google Assistant. And as you walked into IFA 2018 it was awash with Google branding, experiential and staff across the event on every third party stand with Google Assistant enabled products taking a lead compared to Amazon with Alexa.

Most of the innovation on show was about the connected home via voice control, from washing machines with Hoover, Candy and Beko through to smart speakers, thermostats, lighting and TVs. Infact, AI assistants are being integrated into pretty much everything you can imagine. But as I’ve said all along and continue to maintain, a smart kettle needs a human to fill it with water and pour said water, a smart washing machine needs someone to put the garments in and take them out…..need I go on?

Every brand had a big bold stand with beautiful products, displayed to meet the exacting expectations of the tech savvy consumer however there’s nothing really ground breaking. For brands operating in crowded categories, it’s difficult to gain cut through in all the noise. The mistake some brands have made is to overcompensate for no news by regurgitating the old to the disappointment of visitors. Sometimes a brand can gain more credibility by playing it cool like Samsung, Sony and LG.

Those who have something new to scream about are making themselves hoarse doing so but to great effect in some cases. Would B&O have received the media coverage it did for the Beosound Edge? Unlikely when you consider its £2900 price tag, not your average mainstream product. A close second is 8K TVs which are coming to market soon from LG with no firm launch date and from Samsung in September. However, the only problem with this is that no one is currently broadcasting in 8K, studios aren’t producing on mass in 8K and it’s going to be prohibitively expensive. The first mainstream broadcast in 8k is likely to be from Japanese broadcaster NHK for the Tokyo Olympics in 2022.

As Rory Cellan-Jones, BBC Technology Correspondent, suggested, “is it just another gimmick to sell us more TVs especially when only four years ago we were being told 4K was cutting edge.”

I agree but as marketers our job is to sell the boundaries of possibilities to consumers. New products like these benefit the industry and rejuvenate categories. And of course, there was the ridiculous. The Candy Millennial Pink Edition washing machine, a season too late, raised a laugh at the press conference in being ridiculed by a senior executive, although perhaps the real message was lost in translation. It does though provide a lesson on trends and press announcements. Brands should be aware of not desperately trying to create headlines with new colour variations of their products taking the place of real innovation.

One clear message I’ve translated from many brands is the lack of consideration for the customer journey. They have been so wrapped up in ‘bigging’ up the product launch, gaining distribution through retailer listings and advertising that the customer journey, the only true measure of the effectiveness ATL achieves, is left until last and is almost an afterthought.

Brands need to spend more time considering the customer journey and if they invest even 10% of the ATL budget, I know it will exponentially increase sales in retail where over 80% of considered purchases in the consumer electronics category happen. There’s a higher expectation from consumers than ever and technology brands need to nail it to succeed in crowded categories, so let’s make sure we listen to what they need, rather than just giving them what we want.

Read the full article at Lovely Mobile News

 

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