60% of Rewards Members Save Their Earnings to Use During the Holidays

BY Rachel Cagle
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Citi Retail Services (CRS) announced the results of its third-​annual nationwide study on evolving consumer shopping trends during the holiday season. The survey of 1,000 U.S. adults found that this holiday season, in addition to rushing to the mall, consumers are increasingly powering up their computers and mobile devices or simply interacting with their virtual assistant.

While nearly three-​fourths (73%) still plan on visiting a brick-​and-​mortar store to purchase holiday gifts, a sizable 57% additionally plan on turning to their computer to shop, 42% to their mobile device such as a smartphone or tablet, and 13% to their virtual assistant, such as Alexa or Siri, to facilitate their holiday shopping needs.

And while millennials are at the forefront of this shift in the holiday path to purchase, Gen Xers are right there with them. Sixty percent of millennials and 53% of Gen Xers plan on using their laptops or computer for their holiday shopping this year, 55% of millennials plan on using a mobile device, followed by 48% of Gen Xers and when it comes to voice assistants, Gen Xers take the lead with 22% employing voice commands, surpassing millennials at 17 percent.

These shoppers aren't only using their technology to shop. According to AudienceSCAN, within the last month, 60.9% of Loyalty Card/​App Users have used the internet to find coupons/​discount codes and 59% have used a search engine (probably Google, the preferred search engine of 82.7% of this audience) to research a product they were considering for purchase.

"What we're seeing is that technology is altogether reshaping the holiday shopping season," said Leslie McNamara, Chief Marketing Officer and Head of Workforce Development, Citi Retail Services. "Consumers are turning to connected devices to purchase gifts in droves and for retailers, this means rethinking their marketing strategy to encompass a robust strategy, including voice technology, to reach consumers in their evolving channel of choice and ensure a seamless shopping experience."

And with smart speaker ownership poised to continue to increase dramatically (Adobe predicts that smart speaker ownership will rise to nearly half (48%) of U.S. consumers after the holiday season from 32% in August), voice-​driven shopping behavior is likely to rise right along with it, providing retailers with a year-​round opportunity to seamlessly connect with consumers and drive brand loyalty.

Also, as consumers adopt new means to shop for the holidays, they continue to leverage innovative ways to extend their purchasing power. Eighty-​four percent of consumers are planning to shop at a store where they are a rewards member, specifically so that they can accumulate discounts and/​or rewards points, and 60% of rewards members have opted not to use their rewards on purchases throughout the year so they can allocate them toward a holiday gift.

Further, more than one-​quarter of shoppers (26%) anticipate they will save an impressive $200 or more this holiday season, thanks to their rewards programs. And, again, millennials and Gen Xers lead the way with 33% and 28%, respectively, expecting to save $200 or more by leveraging rewards.

And with retailers continuing to see strong enrollment in rewards programs (Eight out of ten (83%) consumers are currently enrolled in at least one rewards program, with one in four (26%) belonging to five or more), there's an immense opportunity to engage consumers in these crucial moments. In addition, the CRS research showed that consumers are keenly aware of which rewards programs they are enrolled in, with nearly nine out of ten (88%), and 95% of millennials, confirming they are more loyal to stores where they are a rewards member.

Retailers can promote their loyalty programs and savings to Loyalty Card/​App Users a number of different ways, According to AudienceSCAN, last year, 51.7% of this audience took action after receiving an email ad and 48.4% were driven to action by either a text ad or advertising they saw on their mobile smartphone apps. They're also 54% more likely than other adults to find advertising on social networks useful to them and, last year, 63.3% were driven to action by ads/​coupons they received via direct mail.

AudienceSCAN data is available for your applications and dashboards through the SalesFuel API. Media companies and agencies can access AudienceSCAN data through the AudienceSCAN Reports in AdMall.