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Everything you never knew about your shoppers - "Customer X"
- 1. HOW MUCH SPENDING PER SHOPPER? HOW MANY OF MY SHOPPERS ARE REPEATS? HOW LONG WERE THEY HERE? HOW SOON DO THEY COME BACK? REPEAT SHOPPERS - spend more - TIME & MONEY WEEKEND 1 10OUT OF WEEKDAY 1 5OUT OF >20min >40min >60min <60min 70% 22% 5% 3% SHOPPER REPEAT SHOPPERSHOPPER 18MIN 15MIN 30% 65% WITHIN 3 DAYS WITHIN 7 DAYS WEEKDAY WEEKEND 1% INCREASE IN REPEAT SHOPPER PERCENTAGE LEADS TO 0.7% INCREASE IN SPENDING 1% INCREASE IN REPEAT SHOPPER PERCENTAGE LEADS TO 2.6% INCREASE IN SPENDING
- 2. 50% 50% 50% 50% 50% % OF SALES % OF UNIQUE SHOPPERS TIME SPENT REPEAT SHOPPER % WEEKDAY 10% WEEKEND 5% WEEKDAY 10% WEEKEND 5% WEEKDAY 5% WEEKEND 3% WEEKDAY 5% WEEKEND 3% WEEKDAY 4% WEEKEND 1% < 10min < 20min > 20min 63% 28% 9% < 10min < 20min > 20min 65% 25% 10% < 10min < 20min > 20min 80% 19% 1% < 10min < 20min > 20min 80% 19% 1% < 10min < 20min > 20min 86% 13% 1% TV FRIDGE CAMERA COMPUTER APPLE PRODUCT
- 3. WEEKDAY SPENDING WEEKEND SPENDING $844 $323 $502 $73 $43 $30 $307 $239 $166 $96 weekday average weekend average $203 $86 *allunitsarepershopper
- 4. 23% 47% 30% 47% 57% 34% 18% 41% 58% 27% 13% 25% 35% 25% 60% 27% 17% 41% 15% 24% IN-STORE SHOPPING PATTERNS AND FOCUS • HOW DO THEY SHOP? • - SHOPPING FOCUS INDEX - 2 1.7 1.5 1.4 1.1 1.0 1.5 1 SFI is an index that ranges from 0 to 4 (total number of zones -1) and it measures how many extra zones a shopper visits. A zone with SFI = 0 means that shoppers who go to that zone do not visit any other zones. Similarly, a zone with SFI = 4 means that shoppers who go to that zone visit all the other 4 zones.
- 5. MARKETING What promotions contribute to increase in traffic? And in sales? Is the loyalty program working? OPERATIONS Is the current product placement optimal? What is the optimal staff-shopper ratio? Where and how should sales staff be deployed? SALES Do sales staff differentiate between new and repeat shoppers? Is there a need to fine tune sales training? MANAGEMENT What metrics to use to measure performance across stores? How to identify stores which are performing below potential? What happens to shoppers who didnʼt buy?