Omnichannel Retail Stresses Demand New Tools

Omnichannel Retail Stresses Demand New Tools

Delivering an omnichannel experience to customers has become newest Holy Grail for retailers. At the same time, trying to use old tools and processes to meet these new service level demands creates nothing but headaches.

Omnichannel refers to the standard of offering a seamless brand experience to the consumer across all channels: retail store, Internet, and mobile device. The new standard takes “the customer is always right” to the next level, saying that consumers should be able to order products the way they want, have it delivered or pick it up as they want, and return it easily through their chosen means whether by mail it to the distribution center or taking it to the store.

The current generation of customers shops on a mobile device, and wants to be able to see a desirable item, place an order, and pick it up at a close-by location an hour later. And, of course, that same buyer wants to be able to walk back into the store or slap on a return label to ship unwanted products back to the distribution center.

That creates a complex scenario where retailers are required to support a considerable number of combinations, at least at a high level:

In essence, that creates the need for retailers to embrace three core capabilities:

  1. The Order Management System (OMS) needs to be able to see inventory levels of all distribution centers and stores real time and be able to download orders to that specific DC or store depending on inventory availability and geographic proximity.
  2. Stores need to have accurate inventory as well as have the capability to fulfill those orders accurately. The key here is ensuring inventory availability, despite shifts created by customers who are shopping and returning items.
  3. Stores need to have the capability to ship orders to a customer. Today, retail locations often need to function as a small secondary fulfillment center.

In thinking about omnichannel, retailers are focused on getting the order management systems developed, getting the orders downloaded to the store (all on the IT systems side of things). They also need to keep in mind the tools that stores need to fulfill an order effectively.

At a high level, delivering a true omnichannel experience can seem like a relatively simple task. Many believe it is as simple as checking if a product is available in the distribution centers and then, if the product isn’t available, create a system that finds the nearest store to the customer’s zip code and fulfill the order from there. However, omnichannel system designers need to be mindful of the reality that the store environment is much different than a distribution center.

Distribution centers are built for inventory accuracy, reaching about 98% accurate in most cases. Stores are different, reaching only about 70% inventory accuracy. Here’s why:

  1. Shoppers are carrying products around in their shopping baskets. The product is only taken out of the inventory system at the point of sale. That means that product that a customer has taken off the shelf and intends to buy is still available for allocation in the Order Management System.
  2. The purpose of the store is predominantly to showcase the product to customers and win sales rather than to keep the inventory accurate. The store will sacrifice inventory accuracy any time doing that can improve the shopping experience.
  3. Stores don’t enforce a high level of discipline around processes that ensure accuracy. In distribution centers, the focus is on keeping products in the appropriate bins and maintaining a high level of cleanliness and neatness. In stores, customers are inserted into the environment and cannot be controlled.

To create an omni-channel experience, retailers need to take all of these elements into account, while ensuring that desired products are available to online and mobile shoppers. So it is very important for the store associates to have mobile devices that can not only do the inventory counts, but also display pictures and videos of products to help them double check before shipping a product for an order that was placed by a consumer over the web or a mobile device. It gets very challenging for the retailer to maintain that brand experience across all channels.

Further, store associates need to do cycle counts of bin locations more often than before. This ensures that the inventory count is not only accurate, but establishes that rigorous discipline to maintain accurate inventory as much as possible in the store. In this new world, retailers need to set aside products, away from the store floor, to fulfill online sales.

Finally, retailers need to create a careful system of receiving, processing, and disposition of returned items.

For all these activities, store associates need tools that will display pictures and videos of the products that they are handling, allowing them to maximize accuracy and speed while fulfilling orders directly from the store. Let us know in the comments section below the biggest challenges you see to successfully deliver the omni-channel experience.

Originally published at on Feb 28, 2018.

Puga Sankara is the co-founder of Smart Gladiator LLC. Smart Gladiator designs, builds, and delivers market-leading mobile technology for retailers, distributors, and 3PL service providers. SG LoadProof is a patent pending Centralized Enterprise Photo/Video Document System on Cloud for Supply Chain. SG LP is built on the fact that photos & videos are vital docs as important as POs/SOs/Legal Contracts/Fulfillment Orders that reside in ERP/WMS/TMS systems, that serve as compelling, conclusive, unequivocal proof of crucial, critical, vital operations executed in Supply Chain within/across orgs when fulfilling customer orders as well as meeting contractual obligations between orgs as merchandise is transferred between different parties that partake in Supply Chain functions & operations. And these photos/videos data should not be stored in someone’s Smartphone or Email Inbox or in their personal/work Computer, but should be stored in a Centralized Enterprise system, where such data can be pushed into super-fast, stored securely, accessible to all stake holders (CFO/Sales Reps/Customer Support/AR/AP) in an org, as well as facilitates super-fast retrieval/sharing. LP is an Enterprise System of record for Photo/Video docs & is as important as an ERP which is an enterprise system of record for POs, SOs, Legal Contracts between parties etc. that have huge legal ramifications, also as important as a WMS (Warehouse Management System) that hold indispensable shipment & fulfillment data on orders. Like how Instagram, Facebook, Snapchat etc. have evolved into social media platforms/systems that enable individuals to showcase their beauty/pretty clothes/lovely cosmetics/hep coolness etc., LoadProof is an Enterprise system that holds similar photos/videos, but for a different reason, not for show off, but to serve as compelling, conclusive, unequivocal & indisputable system of record and proof that can be presented even in the court of law, when there is a dispute between parties while they execute many facets of the Supply Chain functions & operations. Puga is a supply chain technology professional with more than 25 years of experience in deploying capabilities in the logistics and supply chain domain. His prior roles involved managing complicated mission-critical programs driving revenue numbers, rolling out a multitude of capabilities involving more than a dozen systems, and managing a team of 30 to 50 personnel across multiple disciplines and departments in large corporations such as Hewlett Packard. He has deployed WMS for more than 30 distribution centers in his role as a senior manager with Manhattan Associates. He has also performed process analysis walk-throughs for more than 50 distribution centers for WMS process design and performance analysis review, optimizing processes for better productivity and visibility through the supply chain. Size of these DCs varied from 150,000 to 1.2 million SQFT. Puga Sankara has an MBA from Georgia Tech. He can be reached at [email protected] or visit the company at Also follow him at