Mark Giresi

The fastest way to higher profits from multichannel customers is not by increasing average order value, but by increasing conversion. This was the primary message delivered by Mark Giresi, executive vice president of retail operations for multi-branded apparel and accessories merchant Limited Brands, and Pat Conroy, vice chairman and national managing principal for consumer business practice at Deloitte & Touche during a session during last week’s National Retail Federation Conference in New York. Giresi pointed out that higher conversion should be a merchant’s focus since the average order value of a shopper that doesn’t purchase is $0. Speakers discussed several online consumer behavioral statistics and