FOOT TRAFFIC TRENDS
Industry insights so you can convert your foot traffic into more sales.
Q2 Furniture by sales volume
After sorting all of the stores in Q2 by sales volume, we can see how each metric plays a role in certain stores selling a significant amount more than others.
Metrics in green signify the high for the quarter, while red displays the low for the quarter. Not surprisingly, the top 33% had a quarterly high for each metric.
The major difference between the top percentile and the middle percentile is not conversion rate, but foot traffic. Both the top and middle percentile have a comparable conversion rate, but the top percentile saw 38% more traffic than the middle.
Not only did the top percentile see the most foot traffic, but the salespeople in those stores took the extra time needed to make a sale. When your store gets busy, it’s easier said than done to fully engage with every customer. Even with more foot traffic than the other percentiles, the top performers left no stone unturned when it came to spending time with customers.
Lesson to be learned: Don’t rush your customers. Taking the time to get to know them and their wants will go far when trying to get the most out of every sale.
Q2 Mattress by sales volume
Unlike the furniture industry, the top percentile is not the record-holder for each metric.
For the mattress industry, the middle percentile was able to hang with the top dawgs when it came to getting customer information and spending an ample amount of time with customers.
The more time spent with customers, the more likely salespeople were to gather customer information for potential sales. The middle percentile spent the most time with customers and as a result, gathered the most customer information.
Even if the middle percentile did not have the same level of sales as the top, they have a higher potential of future sales as a result of the extra time spent gathering customer information.
The differencing factor for the top percentile was not foot traffic as we saw in the furniture industry, but instead, the average ticket is where the difference was made.
The top percentile had a 16% higher average ticket than the middle percentile, and a 28% higher average ticket than the bottom percentile.
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