More Marketers to Promote Cross-​Channel Services

Like it or not, marketers are finding they must excel in cross-​channel retailing to satisfy consumers. According to’s Online Shopper Intelligence report,  consumers “are increasingly utilizing offline and online data when shopping.” And consumers exhibit a wide range of behavior using the various channels regardless of whether they purchase an item online or in the store.

Shoppers also value specific  cross-​channel services provided by retailers as follows:

  • Online research prior to in-​store purchase: 29%
  • Ship to store option for online purchase: 50%+
  • In-​store return option makes them more likely to place an online order: 53%
  • Smartphone users who have downloaded a shopping app to the phone: 44%

Marketers should note that the ship-​to-​store option provides a path to satisfied customers and more sales. The study revealed that 62% of shoppers would choose to use the feature again. In addition, 23% of shoppers also bought other items while they were in the store picking up their online order.

Marketers who ease the cross-​channel experience for customers stand to gain business. And as they promote themselves through various channels they also increase  the number of touch points with shoppers.

[Source: Online Shopper Intelligence Study Reports Cross Channel Retailing is Important and Profitable. Compete​.com. 27 Apr. 2010. Web. 3 May 2010] 
Kathy Crosett
Kathy is the Vice President of Research for SalesFuel. She holds a Masters in Business Administration from the University of Vermont and oversees a staff of researchers, writers and content providers for SalesFuel. Previously, she was co-​owner of several small businesses in the health care services sector.