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What Makes Stores Worth Visiting?
Episode 416
Retail realist Kate Fannin joins Future Commerce to explore how today’s leading brands are redefining the store experience. Spearheading Field Notes, Kate is analyzing in-store experiences at SKIMS, Swatch, Rituals, and more. In this episode, she explains why Return on Experience is becoming a critical metric, how pop-ups act as brand laboratories, and what makes some stores unforgettable while others fall flat.
Key Takeaways:
- Return on Experience (ROE) trumps immediate conversion: Great retail experiences build trust and engagement over multiple visits rather than forcing day-one purchases. Customers may visit four or ten times before converting, especially for luxury or investment pieces.
- Know your brand story—and tell it consistently: The most successful stores have crystal-clear brand identity. Swatch excels because they know exactly who they are across generations, while other brands confuse customers by mixing messages or defaulting to celebrity associations.
- Sensorial brands must commit fully: Stores like Rituals in Dublin create immersive experiences (offering green tea, trial sinks, strong scents) that keep customers engaged, while half-measures feel clinical and forgettable like many current luxury retailers.
- Physical retail is about experimentation, not just sales: Pop-ups and flagship stores serve as brand laboratories where companies test market reception, gather customer data, and create shareable moments—even when immediate sales aren't the primary goal.
- "People buy stuff, they buy things, but they pay for an experience." - Kate Fannin
- "If you like their stuff, go online"—the worst possible thing someone could say about a store experience. - Kate Fannin on SKIMS
- "I wish marketing would change their name to engagement because that's really what companies and brands and stores should be focused on." - Kate Fannin
In-Show Mentions:
- Field Notes: Future Commerce's new premium retail analysis product measuring in-store return on experience
- SKIMS flagship store: Clinical Fifth Avenue showroom experience
- Swatch Times Square: Interactive, multigenerational retail experience with hands-on elements
Associated Links:
- Check out Future Commerce on YouTube
- Check out Future Commerce+ for exclusive content and save on merch and print
- Subscribe to Insiders and The Senses to read more about what we are witnessing in the commerce world
- Listen to our other episodes of Future Commerce
- Kate Fannin Consulting: katefanninconsulting.com
Have any questions or comments about the show? Let us know on futurecommerce.com, or reach out to us on Twitter, Facebook, Instagram, or LinkedIn. We love hearing from our listeners!
Published on 3 weeks ago