Until recently, retailers could reasonably assume that if they just lured shoppers to stores with enticing specials, the customers could be coaxed into buying more profitable stuff, too.
Now, marketers must contend with shoppers who can use their smartphones inside stores to check whether the specials are really so special, and if the rest of the merchandise is reasonably priced.
"The retailer's advantage has been eroded," says Greg Girard of consultancy IDC Retail Insights, which recently found that roughly 45% of customers with smartphones had used them to perform due diligence on a store's prices. "The four walls of the store have become porous."
The indication that "heavy mobile users" are driving the majority of mobile shopping syncs with my observations. Yes, the big growth / blue ocean is the light users, but they are shown the way by these early adopters. What can you implement that is of interest to the early adopters? How can they carry your message to the light users?
