Case Study: Fine-Tuning Retail Sales

Details: Hits: 5107

A major electronics retailer believed that sales could be improved by customizing assortment and marketing tactics by store or neighborhood type.

Five U.S. markets were selected for analysis and testing. Store-level sales for 11 sub-categories were compared to store demographics and psychographics.

The study showed clear areas of opportunity. Sales by category varied widely based on income, age, education, and lifestyle. The retailer was not meeting the needs of a key demographic group in a number of stores, and has substantially changed its assortment in these stores.

© COPYRIGHT 2017 Dechert-Hampe Co.

IMPULSE SALES:

Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

Download Presentation

Conference Presentation

NEW RESEARCH REPORTS:

Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.

HOT TOPIC:

Up Your Chances for Acquisition Success

Acquisitions are all sold with grand promises for success. Most acquisitions aren't lacking for in-depth assessments, so why is actual acquisition success such a mixed bag?

Read the report

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

Read the report

HOW CAN WE HELP?

Do you need to:

Restructure Your Sales Force?

Develop a Go-To-Market Strategy/Plan?

Conduct Shopper Research & Develop Insights?

Find a Resource in Your Industry or Category?