Mel’s Thoughts: Identifying a growing dichotomy between retail and social + mobile

All you have to do is take a look around you to see that mobile is fast becoming a ubiquitous part of our society. Mobile is everywhere, but especially retail locations.

Specifically, the proliferation of mobile in relation to retail has left marketers scrambling in a frenzy to re-evaluate their audience and understand how consumers are interacting with mobile – and how to take advantage of this new relationship.

In order to do this successfully, brands need to better comprehend how current trends are shaping the mobile environment, who this new audience is and how to best interact with them.

This is no easy task. As a brand, where do you start? For me, I think there is an expanding dichotomy between retailers and the mobile + social spaces, which marketers should be conscience of for 2012.

Let me explain.

Many 2011 reports, like comScore’s 2012 Mobile Future in Focus, identify various mobile users demographics. Still, retail marketers seem to glaze over the 20- to 30-something GenY-ers (or, as this Mashable article calls them, “Generation C,” the C standing for “connected.” A bit cliche, but probably accurate), who I tend to think are the ideal demographic for brands as they use both mobile and social media for commerce.

Sure, the stats say that moms are the decision makers and dads are the money makers, but the “young influencers” are a generation of digital-hungry consumers who covet cutting-edge tech and are spending on everything from the latest tablet to Vegas vacations and chic urban condos.

Perhaps this demographic is so often neglected because, as Shane Smith of Vice Media pointed out at the Young Influencers Conference in Toronto last week, most brands don’t really “get” that generation. And, as he suggested, there’s absolutely no point focusing on that demographic just because you think you should – they’ll see through that kind of fake like a bad boob job.

Regardless, to me it seems obvious to focus efforts on a group that’s poised to shop and who’s lives are hinged on mobile, as well as social media – an area that has seen significant growth on mobile, with its overall popularity in accessing social networking sites on mobile devices becoming nearly common place last year. Basically, it’s the same people who are using their mobile devices for social sharing on Facebook, Twitter, Pinterest, etc. who will then flip to a new browser window or app to research or buy that great item they just read about in a tweet or post.

I foresee this super trifecta of young influencers + mobile + social making an impact for brands in 2012 as marketers recognize this spectacular opportunity to increase customer conversation and conversion by tapping into the young influencers through the device that houses their entire life.

1. Don’t build an app just for the sake of building an app- Businesses are starting to recognize the enormous potential to interact with customers through the mobile platform. As this area expands everyone wants to jump on the bandwagon, especially if their competitors are already embracing the mobile space. The automatic reaction that I often witness is a panic stricken one attached to the words “I need an app… Can you make me an app?”. This reaction is also paired with the misconception that a ‘mobile strategy’ is essentially having an app. Examining the business model to determine the most relevant path into the mobile space, be it a mobile website, an application, or a mobile campaign of sorts might encourage businesses to be more objective with their approach.
2. An app will not solve all your mobile needs- Although an app can serve as a tool to utilize the mobile channel, businesses need a strategy that could come in the form of a combination of SMS campaigns (if need be), mobile websites, mobile commerce, mobile social programs and/or perhaps a tablet strategy.  Exploring mobile commerce capabilities, customer engagement practices, along with possible loyalty programs that are built into a mobile campaign would be a more comprehensive way to tackle mobile.
3. One size does not fit all: As a marketer you don’t need to reach far beyond your personal experience to figure out that mobile is different than the website/online experience. Apps or mobile websites are not just mini websites, and “porting” your site into an app/mobile websites is not a mobile strategy. Mobile devices are used differently, so you don’t just take all of your content and move it onto 320×240 pixel screen. Ask yourself: ‘how much time will my user spend navigating a website on their mobile device?’.  Be selective about what you put out in the mobile space and remember that generally less is more.  Also, take into consideration that mobile usage happens at different times of day, and in different settings for the user, so what you serve should be relevant to time and location.
4. If you build it they wont come: An app or a mobile website is like any other product which requires a promotion and distribution strategy. Identify your target audience, assess your distribution channels, and give your audience an incentive to use/download your product. It may seem elementary to point out that existing and potential customers aren’t psychic, and they’re certainly not browsing the various app stores to see if your brand has decided to offer mobile services.
5. Although this would suggest that you will need to build apps across the various platforms, its important to focus on the old principle of “quality over quantity”.  So if you are at a cross road and deciding between doing an HTML5 app that will work on all platforms, I would recommend that you go for quality (in native form), rather than quantity (in HTML5 form). Disclaimer: HTML5 can be very useful, even in-app, but must be handled with expert care and used for certain design patterns.