To view the video please sign in

Fill the form manually

Hard Awakening to eCommerce

In fear of sacrificing the sense of exclusivity, many luxury brands have been hesitant to branch out online, making them some of the slowest to embrace eCommerce as a distribution channel. Today, however, even the strongest luxury holdouts have pivoted from their previous positions and not only do they see the value in selling to online consumers, but paradoxically, for foreseeable future place bets that the majority of luxury market growth will be coming from e-commerce.

Generational Change and Tech Savviness

Generations Y and Z accounted for 47% of luxury consumers in 2018 and for 33% of luxury purchase. More importantly they accounted for almost all the growth! The greatest challenge luxury fashion brands now face is to decide how best to accommodate a younger, more diverse, tech-loving clientele.On average they have three connected devices and the Internet is their most used media.

No Room For Error

Being initially conservative about whether to participate at all, they’re joining the e-commerce market at a time in which steps and rules have already been drafted on what shapes a satisfying shopping experience online. Even though luxury brands don't have margin for error when it comes to e-commerce experience, majority underinvests in most influential phase of customer journey - the post-purchase.

Premium (Post)purchase Experience Imperative

How to recreate the luxury buying experience online has been a major discussion point and one of first hurdles to luxury e-commerce-as-a-channel adoption. Need for elegance does not end with the "Shop Now" button. Customers who buy premium products online deserve a premium (post)purchase experience and service. Any absence of tangible luxury in the digital purchase process is more than overcome by the pleasure of the after-purchase experience.

Rapidly Evolving E-Commerce Expectations

To satisfy luxury consumers’ expectations, a luxury brand must ensure its total e-commerce buying experience is superior. Keeping up with the rapidly evolving expectations of affluent tech-savvy customers is a challenge of crafting an exclusive (post)purchase experience within a rapidly evolving e-commerce ecosystem where today's premium perk is tomorrow's standard and expected service.

Previous Next

Crafting Luxury Post-purchase Experience

Creation of luxury post-purchase experience starts with identifying and keeping track of average market performance and average consumer expectations from an online shopping experience. To foster the perception of luxury, the elevation of value adding post-purchase elements should be done through brand inspired fine point distinctions creation which will reflect sense of exclusivity, and market rarity.

Ask for a demo Video Walkthrough

SO DIGITAL GLOBAL E-COMMERCE OPERATIONS EXCELLENCE PLATFORM enables brand & e- commerce professionals to define and implement growth-through-differentiation strategies by identifying the basis & dynamics of competition within a market. Our platform enables competitive cross industry performance benchmarking of best performing e-retailers across dimensions of online (post)purchase experience, including but not limited to, phases of delivery, tracking, packaging - out of box experience, and return & refunds.

Who is it for?

Business and e-commerce strategists and e-commerce team leaders who are in charge of designing, planning and executing competitive growth strategies. eCommerce leaders who oversee channel execution within a single or across multiple markets. Team leaders who have direct influence, control and responsibility for overall eCommerce performance and continuous sustainable revenue growth.

Marketing team, Supply Chain and eCommerce Operations team professionals are just some of the examples of those who can leverage insights from the market research and leverage them for tactical and strategic improvements which would create unique differentiators of the experience highly valued by customers.

Why is it needed?

Luxury retailers need to understand that they compete on experiences with other luxury brands, but also all other e-commerce players which (luxury) consumers surely use and compare their performance. Can a free delivery from a luxury brand be considered as an exclusive experience, when free delivery is standard with Amazon Prime which is available to about anybody and everybody?

To satisfy luxury consumers’ expectations, a luxury brand must ensure its total e-commerce buying experience is superior. With such rapidly evolving digital ecosystem, e-commerce market players and tech-savvy consumers, offering superior and exclusive experience becomes an elusive and ongoing challenge.

How does it work?

Trained researches in target countries perform actual purchase of products from target e-commerce market players, recording their every step, while answering standardised scale based scorecard with average 200+ data points to provide insight into comparative performance on market competition defining elements of post-purchase experience : tracking, delivery, packaging (out-of-box), returns & refunds.

With yearly subscription, clients get access to benchmarked country data sets, while also being able to create reports on the platform itself to drive focused learning insights. Reporting module enables comparison of markets, retailers, data points and across completed benchmarks to discover trends.

How do you benefit?

Perpetuating luxury perceptions in e-commerce is impossible without creating nuanced experiences in post-purchase as the most influential phase of customer journey. Creating a superior post-purchase experience, containing elements of market scarcity and exclusiveness reserved only for selected few, is impossible without knowing what market averages are and what superiority actually means.

Once when you know what level of service and experience consumers in target market already get on average from all other e-commerce market players, you can start defining what superiority, intrinsic to your brand, could look like. Guided by your brand promises, select market scarce, yet consumer highly valued elements to elevate your performance.

How long does it take?

Depending on the number of countries researched and whether it is a standardized or individual client tailored benchmark research average duration of the project lasts up to 3 months. During this time client is able to actively participate and track research progress in the platform. In case markets of your interest have been benchmarked within last 6-12 months you can gain access to this right away.

Once you gain access to the platform through subscription packages, you can use it during the period of one calendar year, after which your subscription and access to the refreshed dataset will have to be renewed. During this period client designated users have an unlimited access to the data and are able to continuously create reports of their choosing.

How much does it cost?

Standard benchmarking contains research results of 20+ leading e-commerce players from a single market. Cross-industry sample usually contains all e-commerce models (marketplaces, pure-players, brands, e-retailers, omni-channel). Access to the standard country research that details into delivery, tracking, packaging, returns & refunds with omni-channel reporting starts at 5000 EUR / retailer.

In case a client wants to tailor the research so it is more focused on his particular industry and contain additional question sets, standard pricing will be augmented depending on the size and the scope of changes and markets that are researched just for this client. On average tailoring of research criteria (scorecard or industry) entails +30% per each segment.

To read the client case please sign in

Fill the form manually

Crafting Exclusive Post-purchase Experiences

Post-purchase experience needs to be crafted with extreme care, creating fine-point distinctions by infusing selected elements of post-purchase with both specific brand values and exclusivity (to market averages).

Read

Transforming global brand marketing, creative and eCommerce function into a competitive advantage

Logo (EMEA) 14 markets

brand digital wholesale. com team / brand creative team / digital supply chain team

Logo (EMEA) 47 markets

in-house marketing / creative agency

Logo (EMEA) 17 markets

in-house creative agency / HBO Max EMEA CS / marketing department teams (11 teams) / WarnerBros IT team

Logo (WHQ)

CRM / Internal Comms team

Logo Europe (10 markets)

media / integrated marketing / UGC / creative / local marketing team

Logo WHQ

European D2C eCommerce Team

Luxury eCommerce Challenge : Keeping Up With Affluent Tech Savvy Customers'​ Expectations

07.08.2019

How do you craft an exclusive (post)purchase experience within a rapidly evolving e-commerce ecosystem where today's premium perk is tomorrow's standard and expected service

Read Article

Luxury eCommerce Challenge : Keeping Up With Affluent Tech Savvy Customers'​ Expectations

07.08.2019

A shot in the dark : Architecting post-purchase experience without comparative market insight

07.08.2019

Post-purchase experience and strategies are an extension of general market competitive strategies & positioning. Post-purchase experience should be aligned with, and enhancing of, your competitive position and value proposition.

Read Article

A shot in the dark : Architecting post-purchase experience without comparative market insight

07.08.2019

Close
2025 SO DIGITAL | Global Brand Excellence Solutions All Rights Reserved

Back

Home