How to Prove the Value of Your Front End Merchandise Strategy

How to Prove the Value of Your Front End Merchandise Strategy

Last updated: May 20, 2015Perry Kuklin

The effectiveness of your front-end merchandising strategy is determined by two overarching factors. First, the impulse sales generated by the merchandise itself. Second, the impact of your merchandise on customer satisfaction and conversion rates. We have found that the second factor is often overlooked. Think about it: you have people waiting in line. They can be focused on the wait or they can be engaged in perusing your merchandise. An effective front-end merchandise strategy will help keep customers more engaged, and therefore more satisfied, while they wait. To prove that both of these factors are working you need to be able to monitor and measure each. How? Through the use of merchandising analytics that ties to your queue data. The right merchandising analytics solution will take key queuing-related data, such as how long customers spend waiting in your checkout line, and combine it with product sales in the queue to give you a clear view into your entire front-end approach. Here's how it works, in three basic steps: 1. Sales data from SKUs merchandised in the queue is tied to queue data such as impressions, dwell times, and attrition rates. 2. Variables are monitored and tested to find the 'waiting-to-selling' sweet spot. 3. The queue continues to be monitored and managed against established KPIs to maintain the right level of customer satisfaction, efficiency, and sales. Merchandising analytics can take the guesswork out of your front-end merchandise strategy, putting you in command of the decisions you make to improve sales and customer satisfaction. We invite you to learn more by downloading our latest Quick Guide: Qtrac iQ Merchandising Analytics.

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