Shopper Marketing - January 2016 - 78


REPORT: E-COMMERCE SYMPOSIUM

shop at nine different food retailers, use six
different food delivery services and eat out
almost 10 times per month.
To engage with these consumers (which
FreshDirect considers to be more of a psychographic group than a demographic one), marketers need to understand that the path to
purchase is "really about the experience and
the journey that happens." And that means
talking to Millennials in a way that delivers a
rewarding experience.
Among the examples from FreshDirect's recent past that Madsen presented was "Seis de
Mayo," a program in which all-natural beverage
maker Bai Brands pitched a hangover-alleviating smoothie recipe for Millennials who may
have partied a bit too much on Cinco de Mayo.
One of FreshDirect's goals in building such
collaborative efforts is to make sure that the
essence of partnering brands fits naturally
into the retailer's story rather than seeming
out of place - because Millennials often "just
don't know about [classic brands] and have
never really bought them." So, for instance,
rather than simply placing a display ad that
you might also find on other websites, SC
Johnson's Ziploc recently helped showcase
an avocado recipe.
- Peter Breen

Brick-and-Mortar Is an 'Ordeal'

C

hieh Huang opened his presentation with
some thoughts on Millennials: "When it
comes to how they shop, what their path to
purchase looks like and what their moments
of truth are - it's all up in the air right now. I
can't tell you what you should do to capture
their business. All I can do is tell you what we
78

y SHOPPER MARKETING JANUARY 2016

at Boxed are doing."
Huang is CEO and co-founder of Boxed
Wholesale, an online alternative to brickand-mortar warehouse clubs that delivers
anywhere in the continental U.S. He launched
the enterprise after noticing a gap in the ecommerce options within the $200 billion
club stores marketplace. Boomers like visiting
clubs, and member savings have huge appeal
for all shoppers, but Millennials do not relish
"the three- or four-hour ordeal" of traveling to
and navigating a warehouse and then transporting bulk items home.
Among the three dominant chains in the
club space, online represents only 2% of sales
and "virtually zero" of mobile-based business.
So Boxed, which he described as a "limited
SKU/large-format wholesaler," went after the
gaps. Today, it derives 70% of its sales through
mobile apps, and 81% of its users are aged 2544. While e-commerce was built upon "pureplay desktop-only retailers," his company
is heavily reliant on "pure-play mobile-only
users." Boxed stresses a "seamless" or "vast
omnichannel" user experience because it is a
hugely important path-to-purchase element
for Millennials, and one that Huang believes
most other retailers still underestimate.
Operationally, one wrinkle that Boxed employs is dynamically mapping its users to its
regional warehouses around the country. The
product assortment is different in each location, which helps reduce shipping costs. Also,
the vast majority of Boxed's new users have
not previously registered their businesses
with a warehouse club, so that presents another opportunity.
- Bill Schober



Table of Contents for the Digital Edition of Shopper Marketing - January 2016

Contents
Shopper Marketing - January 2016 - Intro
Shopper Marketing - January 2016 - 1
Shopper Marketing - January 2016 - 2
Shopper Marketing - January 2016 - Contents
Shopper Marketing - January 2016 - 4
Shopper Marketing - January 2016 - 5
Shopper Marketing - January 2016 - 6
Shopper Marketing - January 2016 - 7
Shopper Marketing - January 2016 - 8
Shopper Marketing - January 2016 - 9
Shopper Marketing - January 2016 - 10
Shopper Marketing - January 2016 - 11
Shopper Marketing - January 2016 - 12
Shopper Marketing - January 2016 - 13
Shopper Marketing - January 2016 - 14
Shopper Marketing - January 2016 - 15
Shopper Marketing - January 2016 - 16
Shopper Marketing - January 2016 - 17
Shopper Marketing - January 2016 - 18
Shopper Marketing - January 2016 - 19
Shopper Marketing - January 2016 - 20
Shopper Marketing - January 2016 - 21
Shopper Marketing - January 2016 - 22
Shopper Marketing - January 2016 - 23
Shopper Marketing - January 2016 - 24
Shopper Marketing - January 2016 - 25
Shopper Marketing - January 2016 - 26
Shopper Marketing - January 2016 - 27
Shopper Marketing - January 2016 - 28
Shopper Marketing - January 2016 - 29
Shopper Marketing - January 2016 - 30
Shopper Marketing - January 2016 - 31
Shopper Marketing - January 2016 - 32
Shopper Marketing - January 2016 - 33
Shopper Marketing - January 2016 - 34
Shopper Marketing - January 2016 - 35
Shopper Marketing - January 2016 - 36
Shopper Marketing - January 2016 - 37
Shopper Marketing - January 2016 - 38
Shopper Marketing - January 2016 - 39
Shopper Marketing - January 2016 - 40
Shopper Marketing - January 2016 - 41
Shopper Marketing - January 2016 - 42
Shopper Marketing - January 2016 - 43
Shopper Marketing - January 2016 - 44
Shopper Marketing - January 2016 - 45
Shopper Marketing - January 2016 - 46
Shopper Marketing - January 2016 - 47
Shopper Marketing - January 2016 - 48
Shopper Marketing - January 2016 - 49
Shopper Marketing - January 2016 - 50
Shopper Marketing - January 2016 - 51
Shopper Marketing - January 2016 - 52
Shopper Marketing - January 2016 - 53
Shopper Marketing - January 2016 - 54
Shopper Marketing - January 2016 - 55
Shopper Marketing - January 2016 - 56
Shopper Marketing - January 2016 - 57
Shopper Marketing - January 2016 - 58
Shopper Marketing - January 2016 - 59
Shopper Marketing - January 2016 - 60
Shopper Marketing - January 2016 - 61
Shopper Marketing - January 2016 - 62
Shopper Marketing - January 2016 - 63
Shopper Marketing - January 2016 - 64
Shopper Marketing - January 2016 - 65
Shopper Marketing - January 2016 - 66
Shopper Marketing - January 2016 - 67
Shopper Marketing - January 2016 - 68
Shopper Marketing - January 2016 - 69
Shopper Marketing - January 2016 - 70
Shopper Marketing - January 2016 - 71
Shopper Marketing - January 2016 - 72
Shopper Marketing - January 2016 - 73
Shopper Marketing - January 2016 - 74
Shopper Marketing - January 2016 - 75
Shopper Marketing - January 2016 - 76
Shopper Marketing - January 2016 - 77
Shopper Marketing - January 2016 - 78
Shopper Marketing - January 2016 - 79
Shopper Marketing - January 2016 - 80
Shopper Marketing - January 2016 - 81
Shopper Marketing - January 2016 - 82
Shopper Marketing - January 2016 - 83
Shopper Marketing - January 2016 - 84
Shopper Marketing - January 2016 - 85
Shopper Marketing - January 2016 - 86
Shopper Marketing - January 2016 - 87
Shopper Marketing - January 2016 - 88
Shopper Marketing - January 2016 - 89
Shopper Marketing - January 2016 - 90
Shopper Marketing - January 2016 - 91
Shopper Marketing - January 2016 - 92
Shopper Marketing - January 2016 - 93
Shopper Marketing - January 2016 - 94
Shopper Marketing - January 2016 - 95
Shopper Marketing - January 2016 - 96
Shopper Marketing - January 2016 - 97
Shopper Marketing - January 2016 - 98
Shopper Marketing - January 2016 - 99
Shopper Marketing - January 2016 - 100
Shopper Marketing - January 2016 - 101
Shopper Marketing - January 2016 - 102
Shopper Marketing - January 2016 - 103
Shopper Marketing - January 2016 - 104
Shopper Marketing - January 2016 - 105
Shopper Marketing - January 2016 - 106
Shopper Marketing - January 2016 - 107
Shopper Marketing - January 2016 - 108
Shopper Marketing - January 2016 - 109
Shopper Marketing - January 2016 - 110
Shopper Marketing - January 2016 - 111
Shopper Marketing - January 2016 - 112
Shopper Marketing - January 2016 - 113
Shopper Marketing - January 2016 - 114
Shopper Marketing - January 2016 - 115
Shopper Marketing - January 2016 - 116
Shopper Marketing - January 2016 - 117
Shopper Marketing - January 2016 - 118
Shopper Marketing - January 2016 - 119
Shopper Marketing - January 2016 - 120
Shopper Marketing - January 2016 - 121
Shopper Marketing - January 2016 - 122
Shopper Marketing - January 2016 - 123
Shopper Marketing - January 2016 - 124
Shopper Marketing - January 2016 - 125
Shopper Marketing - January 2016 - 126
Shopper Marketing - January 2016 - 127
Shopper Marketing - January 2016 - 128
Shopper Marketing - January 2016 - 129
Shopper Marketing - January 2016 - 130
Shopper Marketing - January 2016 - 131
Shopper Marketing - January 2016 - 132
Shopper Marketing - January 2016 - 133
Shopper Marketing - January 2016 - 134
Shopper Marketing - January 2016 - 135
Shopper Marketing - January 2016 - 136
Shopper Marketing - January 2016 - 137
Shopper Marketing - January 2016 - 138
Shopper Marketing - January 2016 - 139
Shopper Marketing - January 2016 - 140
Shopper Marketing - January 2016 - 141
Shopper Marketing - January 2016 - 142
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_ecommerce2018
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201708
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201707
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201706
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201705
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201704
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201703
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201702
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201701
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201612
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201611
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201610
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201609
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201608
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201607
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201606
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201605
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201604
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201603
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201602
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201601
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201512
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201511
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201510
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201509
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201508
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201507
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201506
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201505
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201504
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201503
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201502
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201501
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201412
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201411
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201410
http://digital.shoppermarketingmag.com/nxtbooks/ptp/sm_201409
http://www.nxtbook.com/nxtbooks/ptp/sm_201408
http://www.nxtbook.com/nxtbooks/ptp/sm_201407
http://www.nxtbook.com/nxtbooks/ptp/sm_201406
http://www.nxtbook.com/nxtbooks/ptp/sm_201405
http://www.nxtbook.com/nxtbooks/ptp/sm_201404
http://www.nxtbook.com/nxtbooks/ptp/sm_201403
http://www.nxtbook.com/nxtbooks/ptp/sm_201402
http://www.nxtbook.com/nxtbooks/ptp/sm_201401
http://www.nxtbook.com/nxtbooks/ptp/sm_201312
http://www.nxtbook.com/nxtbooks/ptp/sm_201311
http://www.nxtbook.com/nxtbooks/ptp/sm_enhancedpreview
http://www.nxtbook.com/nxtbooks/ptp/sm_201310
http://www.nxtbook.com/nxtbooks/ptp/sm_201309
http://www.nxtbook.com/nxtbooks/ptp/sm_201308
http://www.nxtbook.com/nxtbooks/ptp/sm_201307
http://www.nxtbookMEDIA.com