Showrooming

$650 SHOWROOMING The practice of examining merchandise or products in a store and then buying it online for a lower price. IT'S HAPPENING But some rețailers don't think that it's actually happening. AMERICAN SHOWROOMERS AMONG SMARTPHONE OWNERS 35% OF ALL AMERICANS (REGARDLESS OF SMARTPHONE OWNERSHIP) ENGAGE 20 IN SHOWROOMING. AND THIS IS ONLY THE BEGINNING WORLDWIDE USERS IN MILLIONS 835 6500 10] SMARTPHONES MOBILE PHONES MOBILE PHONE SMARTPHONE OWNER SHOWROOMER NOTE OWNER The number of smart phone owners is increasing daily 6/10 Showroomers walk into the stores fully HOWEVER intending to purchase in-store. SHOWROOMERS WHY? WHY CONSUMERS ARE ENGAGING IN SHOWROOMING PRICE BETTER ONLINE PLANNED TO BUY ONLINE. WANTED TO SEE IN STORE ITEM WAS OUT OF STOCK AT STORE RATHER HAVE ITEM SHIPPED TO HOME WAS NOT CONVENIENT TO BUY IN-PERSON OTHER 20 40 60 80 PERCENT (%) WHO SHOWROOMING AFFECTS PRODUCT CATEGORIES MOST LIKELY TO BE PURCHASED VIA SHOWROOMING 63% CONSUMER ELECTRONICS 43% APPAREL CLOTHING, 8 ACCESSORIES 29% BOOKS 22% APPLIANCES 22% х TOYS 16% JEWELRY & WATCHES 10% OTHER MOST SHOWROOMED RETAILERS BED PATH& BEYOND PETSMART TOYS'A'US SEARS BARNES&NOBLE BOOKSELLERS KOHL'S O TARGET COSTCO 1% 10% 20% MEDIUM RISK 30% VERY HIGH RISK AVERAGE RISK RESULTS $217 BILLION IN SALES LOST DUE TO SHOWWROOMING IN THE UNITED STATES ALONE. WHAT RETAILERS CAN DO ABOUT IT $=$ Offer a price match guarantee to help increase conversions and be more competitive. Help floor staff increase conversions by giving them instant access to competitive price data on the sales floor. Invest in price intelligence to optimize your pricing and ensure that you are right priced, helping you increase conversions both in-store and online. Have a better total value proposition: There is value in your advice, warranty, installation, in-store availability and more. Find out what value your consumers are willing to pay for. Offer personalized or channel specific promotions based on consumer shopping behaviour. Create high value product bundles that have strong consumer appeal, and which are less likely to be price-shopped. Ш Create a private label product line or work with manufacturers to develop an exclusive, high-value line that competes well with branded lines, but which is not as easily price-compared (whether online or in-store). ANO SPONSORED BY SOURCES 360 oi ComScore State of the Internet 2012 Study Placed Aisle to Amazon Study RSR Rosearch 2012 Pricing Benchmark www.360pi.com PERCENT (%) OF AMERICANS