What

Know what customers really buy, not what they say they buy

Expand sales revenue with behavioral knowledge that highlights powerful store development strategies and improvements.

Expand sales revenue with behavioral knowledge that highlights powerful store development strategies and improvements.

Discovering what your customers actually do in store opens up a world of opportunity to tailor in store operations for a more memorable in-store experience.

Consumer behavioral analysis provides you with the tools to understand the areas within your store that need improving. Develop product offerings, price points and hot spot locations that generate interest and involvement.

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Benefits

  • Raise conversion levels and establish the causes for poor converting products and categories
  • Optimize location zones with lead categories, destination and impulse lines
  • Increase basket size by monitoring items that are cross-shopped
  • Quantify the impact of POS material on generating product interest
  • Address product weakness with targeted product offerings

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The insights

Analysis of EPoS data provides an accurate record of what shoppers buy, but fails to show what they peruse and decide not to buy. Accurate shopper insights can only be generated by capturing behavioral data on what people shop for. Insights can include product interest, involvement and interaction and is often different to what shoppers think.

Improving sales is as much about understanding the reasons why customers decide not to buy products as analysing what they do buy. Some of the insights include:

Reasons for poor conversion

  • Product Weakness
    • Uncompetitive price points
    • Product quality problems
    • Sizing issues
  • Product Placements
    • Impulse lines
    • Destination categories

Determining what aspects of a new format are working well and which elements need re-thinking is very much part of what customer insights can provide.

  • …We can now understand and measure the precise  impact of marketing campaigns. This is a game changer!
    Mick Follett Retail Productivity Manager, Mothercare

solutions

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