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Preparing for the Future of Grocery Shopping: What Retailers Need to Do, Now!
1. Preparing for the Future of Grocery Shopping:
What Retailers Need to Do, Now!
Precima to finalize
2.
3. • With the continued shift in consumer behavior trends,
focus on a loyalty strategy - not just programs
• Accelerate enterprise-wide innovation to drive loyalty
• Make your loyalty processes smarter within an
enterprise AI/machine learning strategy
Actionable Takeaways from this session:
26. CONFIDENTIAL26
To achieve this, retailers need to realize two objectives:
Understand
Customer Needs
on a granular, timely &
frequent basis
Consistently
Execute Actions
that best satisfy customer
needs
Loyalty is NOT a card or a program or an initiative
Loyalty has to be earned by Best Satisfying the Needs of Customers
28. CONFIDENTIAL28
Loyalty as a Strategy: Largest customer-driven growth
opportunities
Source: Precima
What are the largest customer-driven opportunities to drive growth?
29. CONFIDENTIAL29
Delist Opportunities
hold less appeal to
Best Customers and
have most
transferability
Loyalty as an Outcome of Daily Decisions: Assortment
Core Items appeal
to Best Customers
and have few
substitutes
Source: Precima
What items in the assortment have high value and are important to loyal customers?
30. CONFIDENTIAL30
Loyalty as an Outcome of Daily Decisions: Total Store Pricing
Where should you personalize prices?
Source: Precima
Price
All $1.99
90% of
Customers
Volume Sales GP$’s
10% of
Customers
Delivery
Shelf
$1.89
$1.85
$1.95
$1.80
$1.75
$1.80
$1.65
$1.69
$1.79
$1.89
Price
email
app
paper
online
email
app
email
app
paper
online
DeliveryCurrent Value
high
high
med
high
high
high
med
high
med
high
Potential Value
low
med
high
low
low
med
high
low
high
low
Intent
Defend & retain
Retain & grow
Grow
Defend & retain
Defend & retain
Retain & grow
Grow
Defend & retain
Grow
Defend & retain
+2.2% +2.3% +1.4%
31. CONFIDENTIAL31
Loyalty as an Outcome of Daily Decisions: Promotions
Source: Precima
What promotions are valuable for the category and for loyal customers?
32. CONFIDENTIAL32
Loyalty as an Outcome of Daily Decisions: Personalized
Marketing
How do I identify offers for each customer
that drive response & incremental sales?
Thank You
Incremental Sales (Cross Sell/Up Sell)
Improve Category Penetration
Support Brand Objectives
Total Spend and Frequency
Total Store Offer Bank
How do I incorporate customer-driven
offers into the personalization process?
Offer Optimization Engine
Source: Precima
34. CONFIDENTIAL
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•Download the full report:Download the full report:Download the full report:Download the full report:
precima.com/future
Get Your Free Copy of the Study!
36. CONFIDENTIAL36
Coming Up
New Research from IDC Retail Insights and Precima:
The Increasingly Important Role of Digital in Food
Retailing
See us at FMI Midwinter - January 25-28, 2019
Miami, Florida
For more information on Precima: www.precima.com or inquiries@precima.com
Presentation Contact: Shasen@precima.com