Solo el 18% de los retailers ofrece una experiencia verdaderamente multicanal

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CLAVES:

  • La forma de comprar ha experimentado una auténtica revolución durante los últimos años. Sobre todo con los nuevos canales digitales, que se usan ya de forma habitual.
  • El consumidor se ha adaptado rápidamente a la nueva situación, sabe qué puede comprar cualquier cosa cómo, cuándo y dónde quiera, y no espera menos.
  • Espera, además, una integración total entre los distintos canales, que le permitan comenzar su compra en uno de ellos y rematarla en otro diferente.
  • Eso quiere decir que los vendedores deben ofrecer la misma información a través de los distintos puntos de venta y atención.
  • No obstante, solo el 18% de los CEOs de empresas del retail aseguraron estar proporcionando experiencias de compra multicanal unificadas y cohesionadas.

La forma de comprar ha experimentado una auténtica revolución durante los últimos años. Si hasta hace no mucho lo único que nos planteábamos, cuando queríamos adquirir un producto, era a qué tienda ir, ahora podemos decantarnos por app, web, redes sociales y tienda online, pues todos ellos se han vuelto canales de uso habitual en el proceso de compra.

El consumidor se ha adaptado rápidamente a la nueva situación, sabe qué puede comprar cualquier cosa cómo, cuándo y dónde quiera, y no espera menos. Como consecuencia, de hecho, se ha vuelto más exigente, y espera que los retailers le proporcionen exactamente la misma experiencia de compra independientemente del canal que elija. Espera, además, una integración total entre los distintos canales, que le permitan comenzar su compra en uno de ellos y rematarla en otro diferente, sin apenas darse cuenta del cambio. No en vano la omnicanalidad se ha vuelto el concepto de moda.

Eso quiere decir que los vendedores deben ofrecer la misma información a través de los distintos puntos de venta y atención, de una forma complementaria y sin fisuras, y siendo capaces de responder de una forma integrada, flexible y personalizada.

¿Pero están los retailers preparados para esta todo esto? Según los datos de la tercera encuesta anual JDA/PwC no. Y es que solo el 18% de los CEOs de empresas del retail aseguraron haber eliminado los silos operacionales y estar proporcionando experiencias de compra multicanal unificadas y cohesionadas. Es decir: la mayor parte de los retailers sigue trabajando los distintos canales por separado, lo que impide ofrecer una experiencia de compra a la altura de las expectativas de los clientes, y reduce los beneficios de la empresa.

JDA. The Journey to Profitable Omni-Channel Commerce. 26 de febrero de 2016 [Consultado 29-02-2016]. Disponible en: http://now.jda.com/CEO2016

Apostar por la omnicanalidad supone una ventaja competitiva

El informe subraya una enorme diferencia entre las perspectivas de crecimiento de aquellos retailers que ya ofrecen una experiencia multicanal y los que no. Mientras el 59% de los primeros espera un incremento de los ingresos para este año, y un 63% un aumento de los beneficios, solo un 48% y 43% de los segundos pueden decir lo mismo. Por si esto fuera poco, las empresas que han eliminado silos también están consiguiendo importantes ventajas competitivas y menores costes, lo que les permite a su vez invertir más en seguir mejorando los procesos multicanal.

Como explican desde JDA: “La encuesta muestra que los retailers preparados para convertirse en líderes omnicanal están invirtiendo más en herramientas que les permitan entender mejor a sus clientes y ofrecerles mejores experiencias de compra. Las empresas que quieran competir con esos líderes, no tendrán solo que eliminar los silos operacionales que impiden operaciones cohesionadas, sino que también tendrán que aumentar rápidamente su inversión en herramientas omnicanal para no quedarse atrás“.

Esto es especialmente interesante porque este informe revela también que casi la mitad de los retailers están invirtiendo más en aquello que más les cuesta económicamente, las diferentes opciones de envíos y distribución y solo queda un 26% para invertir en el proceso de omnicanalidad. Dentro de este proceso, el 51% de los retailers está invirtiendo en dar más opciones de pedido multicanal (como el comprar online y recoger en tienda, por ejemplo), el 49% está invirtiendo en integrar los distintos canales y otro 49% en entender cómo usar las redes sociales en beneficio del negocio.

PUROMARKETING. Solo el 18% de los retailers ofrece una experiencia verdaderamente multicanal. 26 de febrero de 2016 [Consultado 29-02-2016]. Disponible en: http://www.puromarketing.com/30/26491/solo-retailers-ofrece-experiencia-verdaderamente-multicanal.html

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