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Cédric Grossmann

Physical & Digital Retail Consultant

Marketing, Management & Business Strategy

mkngconsulting, a simplified joint-stock company (French SAS) with a capital of €1 000.

14, rue du Vieux Faubourg | CS30028 | 59042 Lille Cedex | France

CASE STUDY

PHYGITAL STRATEGY & "NEW RETAIL"

GreatArt is the British sister company of Gerstaecker, European leading art supplies retailer. Acting as a major mailorder company in the United Kingdom since 2001 with an e-commerce website, a catalogue and several prints, GreatArt was looking to implement a phygital and "new retail" strategy with the opening of their first store.  

GreatArt wanted to initiate a strategy clearly answering stakes of phygital and "new retail" and giving more room to customer (CX) and user experience (UX). 

IMPLEMENTATION

AND ACHIEVEMENT

The "new retail" strategy developed for GreatArt is customer, community, context, content and sales oriented:

  • customer: professional artist, amateur artist, art club, gallery... 

  • community: art clubs, suppliers, galleries... 

  • context: to offer an artistic experience.

  • content: artists residencies for a weekend, workshops, conferences, talks, reading spot, free hot drinks, free materials to test, exhibitions... 

  • sales: how to integrate this "new retail" strategy in a sales strategy, how to link it with the profitability of the company. As always, it is crucial to stay ROI oriented. 

By carefully listening to customers' and community's expectations, we decided on the content to offer. GreatArt already had a venue at the disposition of their community: the store. Several partnerships have been built by both the marketing team and the team in-store. The "new retail" strategy totally focused on customer experience. 

Beyond actions already discussed above, I also supported GreatArt with the user experience by developing and implementing the following services: click and collect, click and reserve, in-store references to the website, in-store iPads, flexible return and refund policy, option to test all products in-store, awareness campaigns and training of sales assistants in customers guidance and service...

 
 

RESULTS 

AND FEEDBACK

The implementation of this "new retail" strategy has contributed to increase traffic to store by multiplying reasons for the customers to come to store. It also facilitated the inclusion of GreatArt in the local artistic community. 

This strategy is highly contributing to the commercial development of the store whose goals are met on a very competitive market. GreatArt has reached expectations by renewing the offer available to London artists.

 

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PHONE / EMAIL / SOCIAL MEDIA

ADDRESS

00 33 (0)6 15 95 91 90

cedric(at)mkngconsulting(dot)com

mkng consulting

Cedric Grossmann

14 rue du Vieux Faubourg

CS30028

59042 Lille Cedex

France

  • LinkedIn /cedricgrossmann
  • Twitter @cedricgrossmann

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IDEAS, TRENDS AND FOOD FOR THOUGHTS...

READ THE BLOG (IN FRENCH ONLY FOR NOW)

With mkngconsulting, I act as an Off- & Online Retail Consultant. 

What do I mean by off- and online retail?

 

Over the past decade, we heard a lot about adopting a "multichannel" or an "omnichannel" strategy. More recently, we have been using the terms "new retail" or "phygital" or even "smart phygital". In the long run, it seems we are trying to label in a new way what is retail and what retail has become over the years: global and interconnected.  

Offline on one hand, with every tangible elements, materials or human ressources: a catalogue, print materials - promotional or not -, employees, a retail store, a pop-up store, presence - mercantile or not - on a fair...).

 

Online on the other hand with all the elements of a digital strategy: with a website - ecommerce or not -, an online store on a marketplace, a blog, emailings campaigns, an affiliation programme, presence on search engines - paid or organic -...).

I truly believe there is a need to highlight those two aspects - off- and online - as part of a retail strategy, now and in the future.