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What Retail Can Learn from E-commerce

When e-commerce came on the scene, retail was viewed as dead. If not at that moment, then soon. However, that’s not been the case. Retail has continued plugging along, although at some significant disadvantages.

As Amazon proved, most books is better than some books. With consolidated warehouses vs. inventory spread across many stores, consumers had a better chance of finding what they want, when they wanted it on the web, then in a store with limited inventory. This cuts across many segments including music, where the traditional brick and mortar sellers are shuttering. E-commerce also is more convenient, with unlimited hours (except when site maintenance is needed) that enable shopping whenever the consumer has time, allowing shopping sessions to be accomplished in one sitting, or over many. Shipping directly to one’s home can be a big advantage, assuming that shipping costs don’t hit the perceptual brick wall of making the item appear more expensive than retail. Although, e-commerce doesn’t have a comprehensive answer for same day pick-up.

However, the biggest advantage that e-commerce has is information.

A remembered shopping list, a saved shopping cart or a wish list, loyalty points, and purchase history at that store add up. It makes for a more personal experience. I can pick up where I left off: my settings are remembered, my old shopping lists are there, as are all my old receipts. (In this case, a receipt is an advantage to help the consumer and the store understand purchasing patterns instead of a barrier to get in the way of a return.) While I like the service that I get at Nordstrom and Safeway, they don’t know who I am until its too late. Typical example is walking into the grocery store. I walk in the door, walk around, look at the shelves, end up with a cart full of food, get in line, pay for everything, get my receipt, and am greeted by name and given coupons (that I always forget to use) as I am about to walk out the door. This is a missed opportunity as consumers tend to be creatures of habit, buying the same items, the same brands, from the same lists. Stores can give them the opportunity to try a new brand, a new product, or even buy something from them that they ordinarily might buy elsewhere.

One way to do this is through mobile.

Mobile can act as an assistant while consumers are in the store, helping them to remember the items on their list, giving them incentives to try something new, pointing them to the best deals, and generally helping the in-store “course corrections” that a store employee wouldn’t be able to do because they don’t know you.

Ultimately, I’d like to see a shopping app that allows me to create a shopping list that’s not part of a purchasing-focused shopping cart. I could specify the brands and quantities that I want. If I have a particular store that I typically shop at for, say, groceries, I could specify it and the loyalty program that they offer. Then, the app would check for coupons and specials associated with the items. Maybe, when I am in the store the app would then be able to incent me to buy stuff from them that I don’t normally buy. For instance if I typically go to Target for the big box stuff, Safeway for the basics and Whole Foods for the other stuff, each of those stores has an opportunity to grow my business.

While not all the pieces of the in-store app suggested above are easy or even possible for all retailers, it would be a good step to extend their capabilities through a channel that is in the pockets of 85% or more of the people who walk into their stores. A channel that can bring the personalization and knowledge of e-commerce into the retail environment, delivering lower cost and higher quality service, and providing the ability to avoid mass market promotions that give discounts to all shoppers including those who would have made the purchase at full price anyway.

Why banks need mobile

Its 2011, and mobile banking is just getting rolling. Mobile phones have been a consumer staple since the mid to late 1990s, and the growth rate has been phenomenal. In fact, around the world, far more people have mobile phones than bank accounts. In the US, the number with mobile phones is only slightly more than have bank accounts. However, given that mobile phone ownership is growing faster than PC ownership, one wonders what the hold-up is… why more banks have not fully embraced mobile.

It’s true that some banks have launched mobile initiatives. There are a fair number of examples out there. Some of them have even pushed the envelope with features like the ability to deposit a check. However, for the most part, the solutions out there cautious and are:

  • Niche: These solutions are focused on limited capabilities such as stopping customer service calls or very basic functionality balance look up capabilities. This approach parallels the introduction of PC-based internet banking in the early 1990s. However, with PC-based internet banking, many of the key security, risk, process, etc. issues were understood and addressed. It doesn’t mean everything’s been solved with mobile, but it also means that we are not starting from zero either. And, this approach is not very appealing for customer as it typically is not solving a customer problem, but instead, a bank problem.
  • Marketing: These solutions typically start with a major competitor making the leap to mobile banking. The functionality is limited to “assess” the channel or “reduce risk”. These initiatives are usually information only and may highlight an ATM-locator as a key feature. Once again, this approach is not customer-focused, and likely to result in low usage.
Part of the reason banks may be slow to adopt mobile may be related to the number of channels that they have. Right now, many banks have branches, ATMs, phone (agent and automated), supermarket or other co-located mini-branch, and online. These channels range from high cost to low cost, high service to moderate service and various levels of reach. When you add mobile to the mix, this can feel like the straw that broke the camel’s back. It feels like an unproven channel that is spreading internal resources too thin.

At a high level, however, the issue boils down to the fact that many banks lack a business case for compelling mobile banking. Banks aren’t sure why they need to do it. Here’re a few reasons why they should.

  1. Control deposits. The place where they customers keep the most money is their primary bank. Because, most people in the US have relationships with multiple financial institutions, deposits are the leverage through which banks can gain additional revenue and fees, and advantage over their rivals. However, in a world where people have too much to do, convenience reigns king. Parking and waiting in line are things that most can do without. And, if there are easier ways to deposit money, customers will, over time, gravitate to it. This is where mobile check deposit fits in. Depositing a check via a mobile phone is the ultimate in easy, especially when there are no branches or ATMs near. Customers who can deposit their money by mobile phone in one of their banks will do so, and move the money over to their primary bank later. Over time, they may change their primary bank as they get to know the convenient bank better. For banks, it means that they can get more float as they get money quicker, and can save deposit costs. And they have a better forum to make the case to be the customer’s primary bank.
  2. Reduce channel expense. Digital channels provide reduced interaction expense because there are no bank personnel directly involved in the transaction. Mobile and online banking tend to have similar cost structures and are both much cheaper than branches and ATMs. Mobile beats PCs in that a mobile phone is typically on and near most people 15 or so hours a day. This means that the phone will likely be near when something important happens in their financial lives. And, with the majority of calls coming into the bank’s call center via a mobile phone, there is a big opportunity to save expense.
  3. Increase service. For banks, customer conversations tend to be infrequent and established by the customer. The big exception is when people have a lot of money. They receive personal service that typically involves a private banker and is not available to many others. But, why does that have to be the case? Service is key to customer retention and increasing the bank’s share of customer. Mobile has the ability to extend the reach of private bankers so that they can stay in contact with their customers through text, email, and private chats, saving phone calls for only the most important conversations. It also offers the ability to extend the service threshold below the wealthiest to the average customer, creating a new bank differentiator.
  4. Transform the relationship. Banks have a lot of information that their customers need to know, but often, customers don’t get it until they search for it. Banks have that ability to pair an issue with the means to resolve it. Afterall, they have all the systems and all the information, wouldn’t it be great if customers didn’t have to search for their information and come up with their own answers. And, wouldn’t customers respond more favorably to a solution that more closely connected to the tool (the phone) that pushes important information out to them and gives them options on how to respond it there and then?
  5. Appeal to a younger demographic/ the next set of customers. For the Gen Y crowd, mobile is more important than PCs… it’s their preferred device. These are the bank industry’s next set of customers! However, with banks lagging on their preferred device and interest rates at rock bottom, banks may lose this group of customers. The right mobile offering makes a bank more appealing to this demographic and gives it a potential advantage with the next wave of customers.

Many of the above aren’t just pointing at ways that mobile can make banking better, they are pointing at how mobile can transform banking. Transforming banks from a box where money is kept to a proactive advisor on things that are happening with a bank account, from a place that you have to go to, to one that is with you when you need it.

There’s a lot of potential in mobile if only banks thought a little bigger.