Module 2

Clients name and logo

footfall logo2.jpg

Agenda• Why Count?• What’s the benefit?• The Retail Equation• Reporting• What do you do when you’ve Counted?• Impact on your Business• Impact on yourself• Impact on the Customer• Summary

Why count?

• Improve sales and generate incremental profit

• It enables you to make decisions to improve your business

• Allows you to analyse missed opportunities and establish true potential

• Footfall is a leading indicator of future sales

What’s the benefit?

• Improve conversion rates• Evaluate the effectiveness of marketing• Maximise staffing levels• Identify trends• Increase Average Transaction Value (ATV)• Improve Customer service• Monitor Customer Flow• Measure and benchmark

The Retail Equation

How do you identify what factors contribute to your sales?

• traffic that enters your store• conversion ratio• average transaction value

Traffic x % sold x average transaction value = Sales

Reporting

• Provision of data • Quantifiable measurements • Meaningfully ‘wins’

What do you do when you’ve counted?

• Establish Key Performance Indicators (KPI’s)

• Implement change• Communicate sales results to all

levels• Improve accountability

Impact on your Business

• Increased sales and related margin• Inflated ATV• Key Performance Indicators (KPI’s) • Variation of working hours

Impact on Yourself

• Increased earnings• Extra bonus/incentive • Identification of ‘missed opportunities’• Self analysis • Flexibility of working hours

Impact on the Customer

• Improved match of staff to customers• Sales people available for help• Reduced time spent at till point• Advice on product features and benefits• Comprehensive recommendation of

other products

Summary

• Commercial sense• Maximising ability to operate

profitably• ‘Making the most of what you’ve

already got’