It used to be enough for stores to promise discounts up to 70 percent to lure shoppers during the busy holiday period. But the ease of ordering online and the sluggish economy changed that. Americans are no longer impressed by discounts alone. Now they want their shopping just like their fast food: not only cheap, but convenient too.
That means they’re no longer afraid to walk away from the cashmere sweater with the perfect fit if the store is crowded. They’re unwilling to buy those suede pumps in just the right shade of blue if shipping costs extra. And they cringe at the prospect of carrying around paper coupons; they’d rather pull them up electronically on smartphones.
Retailers from Wal-Mart to Macy’s are doing everything they can to make it easier for more finicky shoppers to spend during the holidays. Several are opening on Thanksgiving Day. Some are offering free layaway and shipping. Many are matching in-store prices with cheaper online deals. Others are allowing shoppers to buy online and pick up their merchandise in stores.
It’s the latest effort by stores to court shoppers like Patty Edwards of Bellevue, Wash. Four years ago, Edwards made all of her holiday purchases online through Amazon because she thought it was the easiest way to shop. But this year, she plans to go elsewhere because stores are offering more shipping options.
“Now I’m not necessarily tied to Amazon,” said Edwards, a retail analyst and principal at investment firm Trutina Financial. “I can go to Nordstrom, Saks or Target and have stuff available to pick up. It’s a pretty simple process. That wasn’t the case four or five years ago.”
The have-it-your-way approach is partly a response to fear. Merchants are concerned that shoppers will spend less freely this season because of worries about high unemployment and a package of tax increases and spending cuts known as the “fiscal cliff,” which will take effect in January unless Congress passes a budget deal. The changes also come as the growth of smartphones and tablet computers has made it easier to browse and buy with the touch of a fingertip.
That puts pressure on brick-and-mortar retailers, which count on holiday shopping for up to 40 percent of their annual revenue, to get shoppers into stores. It’s becoming an increasingly difficult feat: The National Retail Federation estimates that overall sales in November and December will rise 4.1 percent this year, below last year’s 5.6 percent growth.