Repost: Pulse report: New Opportunities Emerge as Consumers Focus on Value

This report is interesting for a number of reasons.  One, because it clearly shows the differences in age groups, and the way in which they search for information and make buying decisions.  Secondly, because it does have relevance to other industries besides retail.

If we look at our typical industrial buyer, it is very similar to storytelling, in that preferences are handed down to generations, and oftentimes, the decision to buy or upgrade is based on past lore and experience.  We don't often see plants making sweeping decisions to replace their software or hardware, unless a defining event occurs, such as obsolescence (hello, XP!) or a step change in new technology (cloud, big data, mobile).  And even then, the vendors that these users are familiar and comfortable with normally get the first look, even if they are not best in class or even on par with the market.

So what can we do to change this habit?  Educate through the channels that they use.  And that's why this study is so interesting--because it provides us insight into the new buying habits.

http://www.retailleader.net/article-pulse_report__new_opportunities_emerge_as_consumers_focus_on_value-5715-part2.html