Episode 3 Holiday Edition


This weeks episode covers the Comscore Q3 Report, Same Store Sales Results, Holiday Forecasts, Benchmarking data, and Amazon News. « Continue »

Jason & Scot Show Episode 2 Future of Retail


A weekly podcast with the latest e-commerce news and events. Episode 2 covers the Merrill Lynch Bank of America Internet/E-commerce 10th Annual Holiday Pricing Survey, a discussion about the future of retail, and how robots are improving the retail experience. « Continue »

Jason & Scot Show Episode 1 Singles Day


Scott Wingo, Founder & Executive Chairman of Channel Advisor, and I have started a weekly podcast with the latest e-commerce news and events. Episode 1 covers singles day, the personalization paradox, Channel Advisor same store sales report (SSS), holiday promotions trends, and digital wallet news. « Continue »

It’s Time For A Commerce Approach To Media


The industry-standard approach to media advertising is obsolete. You’re more likely to survive a plane crash than you are to click a banner ad. And you can research and buy virtually any product, at any time, from any touch point. This fundamental capability overrides the marketing funnel and reorders the priorities of media. St. Elmo Lewis imagined the marketing funnel in 1898. He postulated that people take particular steps in the purchase journey (Awareness, Interest, Desire, Action) in a prescribed order. By predicting the most important touch point at each step, marketers could « Continue »

The Two Overlooked Musts Of Omni-Channel


With smartphones conditioning a generation to expect what they want, how and when they want it, omni-channel has become the ante for retailing’s future.  Retailers need to move beyond their channels to serve each customer wherever and whenever she wants to be served.  Today even retailers with very dynamic inventory like TJMaxx, Saks OFF Fifth and H&M are launching successful e-commerce sites.  And digital first brands like Warby Parker, Bonobos, ModCloth, Nasty Gal and Blue Nile are rushing to open stores. Everyone knows omni-channel is the future of retail. And everyone says it. So « Continue »

Where’s Your Social Proof?

Social Proof

One thing hasn’t changed since the dawn of retail: We feel more confident in our choices when we know people like us have made the same choice before us, and had a good outcome. Early carpet and spice merchants would pay confederates to act as customers and make their stands look busy. And the attendant at the general store would tell you what products were popular with your neighbors. They didn’t call it social proof, but they understood it to be the cornerstone of selling. Mass marketing and big box retail took away the one-to-one contact, but not the consumer need for reassurance. « Continue »

Bridging The Mobile Gap

Mobile Shop

This quarter, we hit two milestones in retail. Target, Best Buy and Walmart all had 50% or more of their website visitors coming from mobile devices. And the overall time shoppers spent on retail sites using mobile devices crossed the 60% threshold. As mobile initiates more online traffic, though, retailers need to contend with a gap between shopping and buying that could sink their brands. While the majority of retail site traffic now comes from mobile, the overwhelming majority of purchases happen via web browsers on desktops and laptops. In fact, consumers are four times more likely to « Continue »

Hey, Who Moved My Storefront?

Hey who moved the front of my store?

We used to go shopping; now we are shopping. Smartphone in hand, we start our shopping experience by accessing nearly perfect information – product specs, ratings and reviews, competitive pricing – within moments of considering a need, want or purchase. For all practical purposes, the front door of retail has moved online. REI recently disclosed that 75% of REI’s in-store shoppers have visited the retailer’s website in the seven days prior to a store visit. And it’s not just REI. Forrester estimates that 48% of all purchase decisions made in the US – that’s $1.5 trillion – are now « Continue »

What Amazon Firefly means for commerce

Amazon Fire Phone

The new Amazon Fire Phone launched yesterday, and the internet is buzzing about whether this new device will be a hit or a flop.  I believe that the Fire Phone is a significant milestone in the evolution of shopping.  Retailers and shopper marketers would be wise to pay attention. Amazon clearly is swinging for the fences. The announcement was rich in innovation. Unlimited free image storage, Free Amazon Prime, Dynamic Perspective, Mayday, Camera with Optical Image Stabilization, etc.  Frankly, it's been several years since an Apple product launch had close to that level of attempted « Continue »

The Promo Code field could be costing Sears’ e-commerce $16M a month

Promo Code Field

When looking to improve performance of an e-commerce site, one of the best places to start looking is at the bottom of your checkout funnel. If a shopper has gone to all the trouble to discover products, put them in their shopping cart, and begin the checkout process, you know they have buying intent.  So you need to find any elements of the customer experience that might be tripping them up at the end of that process. One of the most common mistakes I see in e-commerce checkout flows is a Promotion Code Field that is too prominent. The Promo Code field is an important utility, and you want « Continue »