| Publisher | IBM | ||
|---|---|---|---|
| Format | Date added | 01 Aug 2005 | |
| Topics | Strategic Planning, Resources Mgmt., Cost Control - Risk Mgmt. | ||
| Downloads | 52 | ||
Today's retail landscape is changing rapidly. Revenue growth is back at the top of companies' agendas, replacing cost reduction as the top priority for most companies. While cost savings and productivity are still vitally important, this renewed focus on revenue growth places increased importance on attracting new customers and improving customer loyalty. But at the same time, today's experienced consumer has made that task more difficult. Despite the challenges today's empowered consumers present, studies of consumer behavior show strong revenue opportunities for multi-channel retailers. A multi-channel sales study by IBM customer REI found that in a 24-month period, dual-channel shoppers spend 114 percent more per customer than single-channel shoppers, and tri-channel customers spend 48 percent more than dual-channel shoppers. These statistics show the value of a well-executed multi-channel business model and the integrated infrastructure behind it.
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