Retail Life Cycle: Omni-Channel
14
MARCH, 2017

Industry Insight
Brick & Mortar
Omni-Channel

Brick & Mortar is the Foundation of the Omni-Channel Model

Total U.S. Retail Sales:
Source: A.T. Kearney Analysis

%

Physical Store Sales

%

Pure-play Online

%

Multichannel Online

1

90% of all retail sales are transacted in physical stores

2

95% of all retail sales are captured by retailers with a brick-and-mortar presence.

“Our stores are very central to who we are… over 90% of our sales is still touching a store,” he said during the chain’s recent earnings call. “As strong as growth in ecommerce continues to be, it will never displace stores on the experience they give our shopper.”

Alex Smith
President and CEO, Pier One Imports, Inc.

3

Only 5% of all retail sales are attributed to pure-play online merchants

4

Two-thirds of consumers who purchase online use the store before or after the transaction.