How Do Brands and Retailers Fit Into Browserless Commerce?The first company people think of when it comes to voice ordering is Amazon – and with good reason. But if voice control becomes a major part of people’s daily experience, how will traditional online retailers adapt? Will retailers and brands be forced to sell on Amazon or Jet to have product exposure to customers? Will they be able to create their own browserless commerce “site,” and if so, how will consumers navigate it? Or will more marketplace competitors spring up to compete with Amazon, Jet and eBay? There are hurdles. Comparison shoppers and those that use reviews aren’t necessarily going to trust the voice assistant to deliver the right product at the right price. This may be less of an issue for those growing up with these tools. But for today’s shoppers, there needs to be a high level of trust in the device and company. And how will we browse the internet via voice? Can the voice assistant search reviews and read them to us when we are shopping for a refrigerator? What does this do to advertisements and retargeting strategies? And more importantly, who controls all of this data, and what will they do with it? If browserless shopping and voice search becomes an everyday reality, could this lead to the resurgence of offline marketing, like direct mail? Think about it. The data needed by retailers to narrowly target customers will be owned by whatever company is collecting it through their device. Retailers could easily purchase or rent targeted data from these companies (Hello, revenue stream!) for direct-mail or other types of advertising techniques. Theoretically, they would even be able to fine-tune the types of customers they are targeting, from location, lifestyle, and real-time browse history, just to name a few.
What Does This Mean for Brand Value?Hey, voice assistant, order me glass cleaner! Does it send me Windex or generic glass cleaner? Interestingly, voice-assisted shopping could erode name brands. Voice-ordering glass cleaner from Amazon means you may be automatically shipped a private label brand versus a name brand. Or what if a user uses laundry detergent for sensitive skin but tires of the price of the brand name “free and clear” detergent? If they order another detergent for sensitive skin, who makes that decision of which one to send? As this way of shopping becomes more common, this issue has the potential to expand beyond these examples. How will retailers react? Will the consumer care, and if so, should they? Remember, older generations might have stronger brand loyalties, but consumers growing up when this is the norm may not. Ordering name brands may be the break from the norm, especially if they are more expensive. What about searching for other goods, such as clothing? How can the browserless experience incorporate visuals? A spoken command could open a synced TV (through a device like a fire stick) or the Echo Show, allowing consumers to visually browse products initiated by speech. Your voice could control the navigation, allowing you to choose the brand name product you want. This would allow a site such as Amazon to avoid alienating its marketplace sellers, continue to collect ad revenue for higher displayed products, and provide the consumer with a transparent purchase process.
Could Households Be Branded?
Voice assistants are designed to make life easier. But connectivity to other electronics in the house is what will truly do that. We may be looking at a future where homes are dominated by one brand, like Amazon, Google or Apple. In this situation, you may have a Google Home device synced with your Nest and Chromecast devices. Intermixing Amazon or Apple products could potentially cause a disruption to your user experience, although a little competitive partnership will almost certainly be required. We may see a day where there are branded homes, with all household devices being synced and owned by one main company. If there is consolidation around one company’s devices, will these companies go on a spending spree to purchase complimentary systems to integrate, such as alarm, appliance, or heating and air, to provide an all-in-one home solution? I don’t think this will be the case as fostering integrations seems the likeliest path to consumer adoption, but I wouldn’t be surprised to one day see companies experiment with a one-stop home connectivity approach. While I may be living through the start of the spoken assistance era, my children will grow up with browserless commerce as the norm. Shopping via voice may seem unnatural for most of us, but it won’t be for them. I look back on pay phones as an example of something that was common when I grew up. Now, if I see one, I am startled at the sight. Ten years from now, my children may look back at smartphones in the same light.
This post was originally published by Multichannel Merchant.