Jeffrey Inscho

A few articles about the shopping habits of Gen Z have caught my attention over the past few days. As someone who works in retail technology – leading a team that focuses on sales floor operations – I keep a close eye on consumer trends. These two pieces, published within days of each other in separate outlets, are interesting to me because they reinforce a singular thesis: digital natives enjoy shopping in physical stores.

Modern Retail sets the stage with reference to an ICSC study that highlights the social nature of shopping for young people:

Sixty percent of the ICSC survey’s Gen Z respondents said they visit malls to socialize or meet friends even if they don’t need something specific, 60% also said they would rather spend money on experiences than material items, and 70% said retail centers and stores have done a good job designing things for Gen Z members to enjoy together.

This is interesting. I think the social experience created inside a store flys under the radar of most retailers. This is natural because we’re primarily business-minded and transactional in nature. Creating an environment for social connection on our sales floors not only meets this need for young customers, but it creates opportunity for connection points among all in-store customers. If you can do that well, it’s a big step toward creating community.

To my surprise, a few days after reading the Modern Retail article I stumbled upon a similar piece in The Guardian about how bookshops are suddenly cool¹ with Gen Z and Millennials. Some of the same themes are reinforced here, notably how physical space can foster community and a growing aversion to algorithmic recommendations:

“I think it’s kind of a misconception that younger people want to do everything online or only care about how things look on social media,” Grace Gooda, the manager at Morocco Bound in Bermondsey tells me. “In our experience … it creates a relationship where they trust our recommendations and might take home something they wouldn’t have seen advertised elsewhere.”

This deeper connection is what really makes physical bookshops appeal to many younger readers. “Bookshops aren’t just places to buy books, they’re places of community, of gathering and this is something that’s actively fostered by so many bookshops,” Ash, 29, from Yorkshire, says. “Speaking to staff to get book recommendations is often a path into hearing more about the community aspects of bookshops, too – it’s often more than just a book recommendation.”

When I think about how these threads apply to my daily work at REI, I think there is relevance here. We already do a great job of showcasing the knowledge & expertise of our store employees, but we can definitely do more to foster human connection in our stores – inclusive of employee-to-customer and customer-to-customer experiences. My world (store technology) can play an important role in this effort, but it will take a truly collaborative effort across all store teams to create compelling experiences for the next generation of outdoor enthusiasts.