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Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
A GROUNDSWELL
OF DIGITAL
TECHNOLOGY
From personal shopper apps to virtual
showrooms, retailers worldwide increasingly
tout their latest digital bells and whistles. For
retail executives, the challenge is knowing
where to invest to keep up with competitors.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
INITIAL EXCITEMENT,
BUT THEN WHAT?
Digital tools like “smart” fitting rooms can be
great. But, consumers generally respond to
these initial rollouts because of their novelty.
• With total U.S. sales expected to grow
26% over the next five years, but earnings
only 8%, retailers need to look for long-
term solutions.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
GOING BEYOND BELLS
AND WHISTLES
Staying competitive starts with instead adopting disruptive technologies
across the entire business – front and back office – and only those that
benefit your specific client base and reason for being.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
AVOID DIGITAL
WINDOW DRESSING
Many digital tools are “nice to
have” but don’t make up for a
lack of competitiveness in core
areas such as price, assortment,
and customer service.
Examples of digital window
dressing include:
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
SHOPPERS TRY
THESE PROGRAMS —
BUT FEW STICK
The issue? Most loyal customers spent
money at these retailers for reasons these
digital initiatives had nothing to do with,
like one-stop shopping and low pricing.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
SHORT-TERM FIXES TO
LONG-TERM EARNINGS GAPS
Based on Accenture research, retailers that focused on digital window dressing saw:
• A 36% decrease in share price over the past five years
• Driven by a 17% decrease in sales and a 31% decrease in Earnings Before Interest
& Taxes (EBIT)
Chronic sales-to-earnings gaps make quick-fix digital boosts tempting. But, smart
retailers only invest in digital strategies that fit their customers’ specific needs rather
than one that includes all the latest tools as a matter of course.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
THE DIGITAL
PROFITABILITY
EQUATION
Using digital technologies to drive
operational efficiencies —while not
an exercise that attracts consumer
attention — tends to improve a
company’s competitive position.
Accenture analyzed multiple retailers
that invested behind the scenes.
They saw:
• A 104% increase in share price
over the past five years
• Driven by 46% revenue growth
and a 59% increase in EBIT
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
THREE KEYS TO
MAINTAINING A STRATEGIC
DIGITAL PERSPECTIVE
Determine how well you’re performing
relative to competitors on key dimensions,
in both physical and digital channels.
Customer needs can vary dramatically by
channel, category, and trip.
1. Challenge conventional
investments by conducting primary
research to understand what
matters most to your customers.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
THREE KEYS TO
MAINTAINING A STRATEGIC
DIGITAL PERSPECTIVE
Only make digital investments that truly
serve your customers’ needs in a
differentiated way.
2. If a digital investment does not align
with your company’s reason for
being, avoid it.
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
THREE KEYS TO
MAINTAINING A STRATEGIC
DIGITAL PERSPECTIVE
Accenture research shows a 1-point
increase in a retailer’s profitability index
correlates with a 1.3% increase in revenue.
Without looking across the business, you
will struggle to bend your cost curve and
create fuel for growth.
3. Invest in technologies across the
business, front- and back-office.
Learn more about how to make strategic digital investments and
avoid short-term fixes and with our full report:
@AccentureStrat Follow us on LinkedIn
Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
RETAILERS,
DIGITAL WINDOW DRESSING
IS KILLING YOUR BUSINESS
JOIN THE
CONVERSATION:

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Retailers, Digital Window Dressing is Killing Your Business

  • 1. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
  • 2. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. A GROUNDSWELL OF DIGITAL TECHNOLOGY From personal shopper apps to virtual showrooms, retailers worldwide increasingly tout their latest digital bells and whistles. For retail executives, the challenge is knowing where to invest to keep up with competitors.
  • 3. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. INITIAL EXCITEMENT, BUT THEN WHAT? Digital tools like “smart” fitting rooms can be great. But, consumers generally respond to these initial rollouts because of their novelty. • With total U.S. sales expected to grow 26% over the next five years, but earnings only 8%, retailers need to look for long- term solutions.
  • 4. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. GOING BEYOND BELLS AND WHISTLES Staying competitive starts with instead adopting disruptive technologies across the entire business – front and back office – and only those that benefit your specific client base and reason for being.
  • 5. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. AVOID DIGITAL WINDOW DRESSING Many digital tools are “nice to have” but don’t make up for a lack of competitiveness in core areas such as price, assortment, and customer service. Examples of digital window dressing include:
  • 6. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. SHOPPERS TRY THESE PROGRAMS — BUT FEW STICK The issue? Most loyal customers spent money at these retailers for reasons these digital initiatives had nothing to do with, like one-stop shopping and low pricing.
  • 7. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. SHORT-TERM FIXES TO LONG-TERM EARNINGS GAPS Based on Accenture research, retailers that focused on digital window dressing saw: • A 36% decrease in share price over the past five years • Driven by a 17% decrease in sales and a 31% decrease in Earnings Before Interest & Taxes (EBIT) Chronic sales-to-earnings gaps make quick-fix digital boosts tempting. But, smart retailers only invest in digital strategies that fit their customers’ specific needs rather than one that includes all the latest tools as a matter of course.
  • 8. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. THE DIGITAL PROFITABILITY EQUATION Using digital technologies to drive operational efficiencies —while not an exercise that attracts consumer attention — tends to improve a company’s competitive position. Accenture analyzed multiple retailers that invested behind the scenes. They saw: • A 104% increase in share price over the past five years • Driven by 46% revenue growth and a 59% increase in EBIT
  • 9. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. THREE KEYS TO MAINTAINING A STRATEGIC DIGITAL PERSPECTIVE Determine how well you’re performing relative to competitors on key dimensions, in both physical and digital channels. Customer needs can vary dramatically by channel, category, and trip. 1. Challenge conventional investments by conducting primary research to understand what matters most to your customers.
  • 10. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. THREE KEYS TO MAINTAINING A STRATEGIC DIGITAL PERSPECTIVE Only make digital investments that truly serve your customers’ needs in a differentiated way. 2. If a digital investment does not align with your company’s reason for being, avoid it.
  • 11. Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. THREE KEYS TO MAINTAINING A STRATEGIC DIGITAL PERSPECTIVE Accenture research shows a 1-point increase in a retailer’s profitability index correlates with a 1.3% increase in revenue. Without looking across the business, you will struggle to bend your cost curve and create fuel for growth. 3. Invest in technologies across the business, front- and back-office.
  • 12. Learn more about how to make strategic digital investments and avoid short-term fixes and with our full report: @AccentureStrat Follow us on LinkedIn Copyright © 2017 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. RETAILERS, DIGITAL WINDOW DRESSING IS KILLING YOUR BUSINESS JOIN THE CONVERSATION: