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NPD Group Reports Most of Millennial Dollars are Spent in Stores vs. Online

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Port Washington, NY, August 27, 2013 The NPD Group, Inc., a global information company, finds that the majority of Millennials’ retail dollars are being spent in brick-and-mortar stores. According to a new report, Winning the Fight For Millennial Shoppers, 81 percent of Millennials’ retail spending occurred in brick-and-mortar stores, compared to only 19 percent online.

Over half of Millennials (53%) shop in-store during a typical week. Even though this group of consumers shops in-store often, they don’t always buy. In fact, Millennials have the lowest shopping conversion rate of all generations at only 57 percent.

Shopping Conversion Rate By Generation

Source: The NPD Group, Inc. / Shopping Activity Services / May 2012 – April 2013

+Shopping Conversion Rate is NPD’s measure of the percent of shoppers who make a purchase

“Millennial shoppers have the lowest shopping conversion rate because they are the most selective as well as the most economically challenged,” said Marshal Cohen, chief industry analyst, The NPD Group, Inc.  

Value oriented retailers within the dollar store, second hand, drug store, and off-price channels, who appeal to Millennials on tight budgets, are getting more millennials into their stores.  But dollar stores and second hand stores have also been more successful than other channels at converting Millennials to purchase this year.

“Millennial shoppers are the most elusive generation and the most challenging to keep engaged. In order to get more Millennial consumers in store, retailers need to understand how Millennials’ shopping habits differ from other generations. Previous generations were more easily impressed by marketing and advertising strategies. With this group you must have a strategy to grab their attention in- and out-of-store,” concluded Cohen. 

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Marissa Cox
(516) 625 2203
marissa.cox@npd.com

The NPD Group, Inc.
900 West Shore Road
Port Washington, NY 11050

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