Lindsay Carpen Says Retailers Need Better Internal Policies for Cross-Channel Integration Success

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In a New Blog Post on What'sNextRetail.Com, Retail Thought Leader Asks Critical Question "Who Gets the Sales Credit?"

Lindsay Carpen

For a retailer to be successful at truly integrating its multiple sales channels, the perspectives of the people on the front lines and how they are motivated will have a great impact on the retailer's success.

In a new blog entry posted on retail thought leadership site WhatsNextRetail.com today, Retail Practice Leader at Junction Solutions and industry thought leader Lindsay Carpen says that for a retailer to be successful at truly integrating its multiple sales channels, the perspectives of the people on the front lines and how they are motivated will have a great impact on the retailer's success.

In his post, Carpen says that specifically policies related to revenue credit can be the trickiest to deal with. These policies often work beautifully in a single channel, but when cross channel scenarios start to emerge; these policies can actually damage the company’s brand. Businesses that are moving into a multi-channel, cross-channel world for the first time will need to remember this as they encounter challenges they probably did not expect to face.

Lindsay Carpen is Director, Junction Solutions Retail Practice, and a contributor to WhatsNextRetail.com, a thought leadership site led by members of the Retail Industry Partner Community, a network of Microsoft Dynamics partners

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