Kingfisher, JD Group, and Abercrombie & Fitch are navigating cross-channel consistency

How Does Kingfisher, Abercrombie & Fitch & JD Build Cross-Channel Consistency

Navigating Cross-Channel Consistency in Retail: Insights from Shoptalk Europe

Delivering a consistent cross-channel experience is a formidable challenge in today’s retail landscape. At Shoptalk Europe, leaders from Kingfisher, JD Group, and Abercrombie & Fitch shared their strategies for achieving this goal. This article distils their insights into practical takeaways for retail executives.

Understanding Consistency Across Brands

Consistency in customer experience means different things for different retailers. Scott Clarke-Bryan, Managing Director – EMEA at Abercrombie & Fitch, emphasized the need to deliver an amazing experience across all touchpoints. “For us, consistency is about product, communication, and experience,” Clarke-Bryan said. The Abercrombie & Fitch approach focuses on fashion products, cohesive brand messaging, and seamless shopping experiences.

Ariane Parisi, Global Chief Digital Officer for JD Group, introduced the concept of unified commerce. “Consistency is about creating an experience that is unified across all touchpoints, adapting to customer intent,” Parisi explained. JD Group’s strategy hinges on flexing to customer needs while maintaining a cohesive brand experience.

Marc Vicente Sala, Group Digital Director at Kingfisher, highlighted the challenge of maintaining consistency across multiple brands and geographies. For Kingfisher, it’s about having a single mission: “Better lives, better homes, affordable for everyone.” Sala noted that sometimes a lack of consistency can be beneficial, especially when dealing with diverse brands and customer bases.

Organisational Adjustments for Cross-Channel Success

The panelists agreed that organizational structure plays a critical role in delivering a consistent cross-channel experience. Parisi mentioned JD Group’s shift towards customer-centric KPIs and incentives. “We reoriented our teams around the customer journey, moving away from channel-specific silos,” Parisi said. This shift required unpicking traditional structures and fostering collaboration across departments.

Clarke-Bryan shared Abercrombie & Fitch’s strategy of establishing a regional hub in London to better connect with European customers. “We focused on customer-facing functions first, ensuring that our buying, planning, and marketing teams were aligned with customer needs,” Clarke-Bryan noted. This localized approach helps the company resonate more closely with regional customers.

Leveraging Technology for In-Store Experiences

The integration of digital capabilities in-store is crucial for a seamless customer experience. Sala discussed Kingfisher’s use of 3D design programs for complex purchases like kitchens and bathrooms. “Customers can start their design journey at home and complete it in-store, or vice versa,” Sala explained. Additionally, Kingfisher’s stores serve as fulfillment centers, with 93% of digital sales fulfilled by stores.

JD Group focuses on empowering store associates with digital tools. “We’re on a digital transformation journey, extending our web platform capabilities to store associates,” Parisi said. This approach ensures that store associates can deliver exceptional customer service, bridging the gap between online and offline experiences.

Future-Proofing Through Agility and Data

The panelists emphasized the importance of agility and data-driven decision-making. Sala highlighted Kingfisher’s focus on personalization algorithms and advanced forecasting to drive growth and efficiency. “We use customer data to predict purchasing behavior and optimize our operations,” Sala said.

Parisi noted JD Group’s efforts to leverage qualitative data from store associates. “Our associates provide valuable insights into customer behavior, helping us refine our strategies,” Parisi explained. This feedback loop is integral to JD Group’s approach to staying ahead of evolving customer expectations.

Clarke-Bryan underscored the importance of remaining agile and responsive to customer feedback. “We constantly test and iterate based on customer data, ensuring our offerings remain relevant,” Clarke-Bryan said. This iterative approach allows Abercrombie & Fitch to adapt quickly to changing market dynamics.


Achieving cross-channel consistency requires a multifaceted approach, combining organizational restructuring, technological integration, and data-driven strategies. By staying agile and responsive to customer needs, retailers can deliver a seamless and engaging experience across all touchpoints.

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