Eight out of 10 marketers rank Point of Sale (POS) as the most influential marketing channel for influencing shopper purchasing decisions, ahead of traditional channels such as TV, radio and press advertising, according to a new study commissioned by PoS specialists Creo.
Three quarters of marketers also indicated that between half and all their campaigns are now driven by in-store shopper marketing strategies as more brands and retailers seek to directly impact shopper behaviour at the point of purchase, yet 44% of marketers failed to measure spend against a shopper’s path to purchase.
Yet 82% of marketers are failing to measure marketing return on investment (ROI) in an effective way, with access to data being cited as the stand-out barrier to measuring ROI, followed by time pressures and the complexity of campaigns.
The findings come from the 2017 Point of Sale Industry Report, conducted by researchers TKM and sponsored by Creo. The report surveyed 210 brand, marketing and retail executives from a cross-section of industries, including automotive, cosmetics, FMCG, food and drink and pet food.
Richard Saysell, Managing Director of Creo, part of DS Smith plc, said: “In a world where we are all increasingly cynical and brands need to understand the interaction they’re having with their consumers across a fragmented network of touch points, shopper marketing strategies and point of sale has never been more relevant. The retail industry is evolving so understanding the in-store experience and how to influence behaviour beyond price is critical if brands are to stand out from the crowd.
Saysell added: “While the majority of marketers are clear about the power of POS and reflect this in their marketing spend, there seems to be a real gap in terms of measuring ROI and also understanding a shopper’s path to purchase”.
Andy Bodley, Print & Distribution Manager, Instore Marketing, Boots, commented: “We are always looking at ways to improve the experience for our Customers, whether its store layout, website design or greater flexibility of delivery options. We continually challenge ourselves about how we offer and display our products and services. Customers can access information through multiple touch-points, and it has never been more important to deliver a consistent message through the multiple channels available to us and then transform those in to a great ‘joined up’ Customer experience.”
When asked about top trends for 2017, 77% of respondents believe personalised digital displays will be a permanent feature on the high street whereas interactive mannequins and in-store magic mirrors were deemed ‘a flash in the pan’.
Creo is a specialist in Point of Sale and services for in-store marketing. The UK-based business, which focusses on the FMCG, retail and media markets, was acquired by DS Smith Plc in June 2016 and strengthens the latter’s existing pan-European point of sale network.