|

While attending Shop.org’s Annual Summit last
month, I wondered if online retailers had begun
taking cues from psychologist Edward de Bono,
who said, “It is better to have enough ideas for
some of them to be wrong, than to be always
right by having no ideas at all.” What is
inherently magnificent about the web is that it
offers limitless opportunities for retailers
willing to think outside the box.
With customers heading online to find better
prices or research products before driving
across town, it’s no wonder that the web is
retail’s silver lining this year. Almost
three-fourths of companies surveyed for
Shop.org’s “State of Retailing Online” said that
websites were better able than stores to
withstand a downturn. As a result, retailers are
continuing to invest in the online channel to
raise the visibility of their company.
When creating its new website, Borders knew that
shoppers spent an hour in its stores. In the
hopes of recreating that experience online,
Borders filled its site with rich content,
including author interviews, staff
recommendations and cooking demonstrations. The
company also created “Magic Shelf” to replicate
the store experience of being able to pick up a
book and turn it over to read the back.
Other retailers are investing in new concepts
that will help consumers easily move back and
forth between channels. JCPenney.com recently
launched a “Know Before You Go” feature where
customers can determine, almost in real time, if
an item is in stock at a nearby store.
Cabelas.com is boosting the content of its store
locator page, adding photos and videos to each
store description.
When it comes to dazzling online retail experts,
few companies had people buzzing as loudly as
Etsy.com, an online marketplace for buying and
selling hand-made merchandise like jewelry,
artwork and music. The site features a
geo-locator so buyers can search by geographic
area. And while searching by color is nothing
new online, Etsy.com gives customers the
opportunity to search by nearly every shade
imaginable.
Some new web features require taking a
calculated risk. Patagonia introduced a feature
that shows customers where they can find
out-of-stock merchandise — even if it’s from a
competitor. The company determined that the
possibility of sending a handful of shoppers to
a competitor was worth the customer loyalty it
would engender.
Gap, which recently combined its brands under
one roof on the web, ran the risk of diluting
higher-end brands by partnering them with
lower-priced goods. But Gap.com CEO Toby Lenk,
who spoke at the Summit, said the biggest
traffic beneficiaries of the chain have been
Banana Republic and Piper Lime, and that he sees
customers aspiring to trade up, not down.
While the retail world has no shortage of
creativity, channeling it can be a hurdle. As
retailers leverage their websites this holiday
season to drive store traffic, grow their brands
and increase sales, we are likely to see even
more creative — and exciting — concepts emerge.
|