Omni-channel Retailing

Omni-channel Retailing

Omni-Channel Retailing is very similar to, and an evolution of, multi-channel retailing, but is concentrated more on a seamless approach to the consumer experience through all available shopping channels, i.e. mobile internet devices, computers, bricks-and-mortar, television, catalog, and so on. The omni-channel consumer wants to use all channels simultaneously, and retailers using an omni-channel approach will track customers across all channels, not just one or two. Using omni-channel retailing while working with the "Connected Consumer"[1], all shopping channels work from the same database of products, prices, promotions, etc. Instead of perceiving a variety of touch-points as part of the same brand, omni-channel retailers let consumers experience the brand, not a channel within a brand. Merchandise and promotions are not channel specific, but rather consistent across all retail channels. The bricks-and-mortar stores become an extension of the supply chain in which purchases may be made in the store, but are researched through other "channels" of communication[2]. With omni-channel retailing, marketing is made more efficient with offers that are relative to a specific consumer determined by purchase patterns, social network affinities, website visits, loyalty programs, and other data mining techniques. A move to omni-channel retailing can create a more knowledgeable consumer, so store employees need to be more knowledgeable about merchandise carried and production processes. According to IDC Retail Insights, omni-channel shopping “requires providing an immersive and superior customer experience regardless of channel”. Omni-channel retailers carry merchandise that is customer-centric and is not specific to any channel(s). Research has shown that omni-channel shoppers spend up to 15%-30% more than multi-channel shoppers[3] and exhibit strong brand loyalty, often influencing others to patronize a brand.

Real-time data may be necessary when moving towards an omni-channel approach, as socially connected consumers move from one channel to another, expecting their stopping point to be "bookmarked", then allowing them to return through a different retail channel to finish the browsing or purchase process where they had originally left off. A consistent and convenient brand exposure from an omni-channel retailer will create better top of mind awareness from consumers. Preparing for an omni-channel presence will require a heavy investment of time, money, or both. Communications between the IT department, marketing department, and sales staff will need to be as smooth as possible with little confusion about goals and strategies. A clear and thorough understanding of the customer, or target market, is required to be able to make appropriate decisions about channel integration and usability. Because bricks-and-mortar sales influenced by online search are four times higher than total e-commerce sales[4], omni-channel retailers needs to be informative, personable, always connected and allow channel transparency.


  1. ^ Little, Margaret. "Terry Lundgren’s take on “omnichannel” retail",, 18 November 2010. Retrieved on 2010-3-2.
  2. ^ Kilcourse, Brian. "Gaming Google: The Growing Importance of Omni-channel", Retail Systems Research, 01 March 2010. Retrieved on 2010-03-02.
  3. ^ Leggatt, Helen. "Have you met the omni-channel shoppers?", BizReport, 23 October 2009. Retrieved on 2010-03-2.
  4. ^ Carsten, Thoma. "The Omnichannel Shopper: Anytime, Anyplace, Anywhere", Retail Online Integration, 23 December 2010. Retrieved on 2010-03-2.

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