How sales managers can use our Goaling System to motivate their teams and make more sales.

When you have stores that are prone to lower foot traffic than other stores due to their location or a variety of reasons, it’s difficult to directly compare their results to a store that has high traffic.

Motivating your teams regardless of their day-end results requires finding small wins or positive behaviors that lead to desired results.

Focus on leading metrics

As a sales manager at La-Z-Boy Portland, John focuses on leading metrics, not trailing metrics. By using combined productivity rates with the data from Doorcounts, John is able to measure the productivity of their salespeople regardless of the level of traffic their stores have.

What are combined productivity rates?
“So if you closed your conversions at 30%, I believe you should have a combined productivity rate of 70%. And what I mean by that is you should close or get a prospect on four out of ten people to get to a combined rate of 70%.”

By using the Goaling Report on Doorcounts, John can set the exact goals he wants his teams to reach when it comes to the leading metrics that lead to desired results: sales conversion, average ticket, and prospecting.
Without any calculating or work on his end, he can directly see who is hitting their goals and who needs a little extra motivation.

The effect on company culture

Positive behaviors leads to the desired results. While other companies have a culture where their highest traffic stores and low traffic stores have the same goal of day’s ends sales, it sets the lower traffic stores to fail.
At La-Z-Boy portland, goals are set based on productivity by focusing on leading metrics, not based on the number of sales.

By creating a company culture where salespeople are not afraid to be in the red, they are able to stay motivated and strive to do better in the future.

Read More

Retail Traffic Trends #50: Holiday sales to reach an all-time high

This week we look at the disconnect between consumers and retailers and how to make the connection before the holiday season is over.

No matter how well you think you know your customers, there will always be some sort of disconnect with trends and tastes changing at a rapid pace.

With analysts expecting this holiday season to reach an all-time high with an increase between 8.5% and 10.5% compared to 2020, now is the time to understand how to meet consumers’ expectations for their holiday shopping.


  • Why 2021 will have the biggest increase in holiday spending in over 20 years.
  • Consumers prioritize safety over immersive shopper journeys.
  • THE FAM…


Here’s a look at last week’s foot traffic compared to the same time last year.

CLICK HERE to subscribe to Daily Foot Traffic Index


Industry insights so you can convert your foot traffic into more sales.

Holiday shopping 2021: All-time high expectations

Despite overly congested ports, retail analysts expect holiday sales in 2021 to reach an all-time high.

The National Retail Federation said it expects holiday sales during November and December to rise between 8.5% and 10.5%, for a total of between $843.4 billion and $859 billion of sales.

 Holiday retail sales have increased by 4.4% on average over the past five years, with last year’s holiday sales increasing 8.2% from 2019 to $777.3 billion.

This prediction comes from the fact that a majority of consumers have found ways to comfortably navigate their shopping during the pandemic, while last year, shoppers were still wary about going out into public spaces.

1 in 6 shoppers have already started their holiday shopping, and 57% plan to spend as much or more than last year.  For the shoppers who still aren’t fully comfortable going into stores, e-commerce is expected to rise between 11% and 15% with many shoppers still utilizing curbside pickup and home deliveries.

Retailer and shopper: the disconnect

Both retailers and shoppers believe they know the other and what they want, but there will always be some kind of disconnect that we cannot see until we have the uncomfortable conversation.

Scalefast and Retail Dive surveyed 203 retailers and 284 shoppers to better understand the DTC customer’s perspective and the retailer’s view of that perspective.

While retailers believe their website is superior and easier to use than their overarching brand’s website, consumers believe that brand websites provide a deeper assortment of products.

Retailers and shoppers are in sync when it comes to emerging experiences. 90% of retailers say they offer emerging experiences throughout the year, and 80% of shoppers say they make a purchase at those events, with 43% saying they make purchases at the events at least two times a year.

One of the biggest disconnects that were revealed in the survey was the fact that shoppers want a deeper assortment with brands. Retailers can capitalize on this by creating a deeper relationship with their shoppers and understanding the ever-changing consumer trends and tastes.

Read the entire article on how to solve the disconnect with customers.

The Fam


Curbside shift: Nearly 20% of consumers plan to shift holiday spending onlinewith curbside pickup.

Social sales:  4 reasons why every retailer needs to invest in a social media strategy.

Survey: Consumers prioritize safety over immersive shopper journeys.

Digital gifting: The online specialty store and digital gifting will outlast the holiday season.


Juno probe: Juno probe provides the first 3D view of Jupiter’s atmosphere.

Homo bodoensis: Has a new human ancestor just been discovered?

Price of privacy: Apple’s privacy policy cost Snap, Facebook, Twitter, and YouTube an estimated $9.85 Billion.

Video: Watch the sun fire off huge solar flares in this mesmerizing NASA video.

Read More

Retail Traffic Trends #49: Shopping personas and consumer data

Shopping personas, consumer data, and mastering the customer journey.

Consumer data is one of the most valuable assets you can have as a retailer. With technology and retail converging, understanding everything about your customer is easier than it’s ever been.

With the holiday season just around the corner, it is essential to know how your customers are shopping, what actions they are taking, and even what they are thinking.


  • 4 different shopping personas to cater to this holiday season.
  • How to understand and utilize consumer data to make more sales.
  • The Fam…. waiting for podcast


Here’s a look at last week’s foot traffic compared to the same time last year.

CLICK HERE to subscribe to Daily Foot Traffic Index


Industry insights so you can convert your foot traffic into more sales.

Holiday shopping personas to watch

As we all know, no two shoppers are the same. There are endless shopping personalities and habits that consumers have. Some people wait last minute to buy holiday gifts, while others are constantly buying gifts throughout the year as they find deals.

Before we discuss the best ways to sell to different shopping personas, first we need to understand the different types of personas. First, we have the evergreen shopper. Similar to evergreen trees, evergreen shoppers are around all year finding and stockpiling gifts for when the time to gift arises. When trying to cater an experience for evergreen shoppers, constant nurturing throughout the year is the way to go.

Next, we have the supersaver or deal hunter.  These shoppers are most likely to buy between Black Friday and Cyber Monday. Although, with deals being offered earlier and earlier over the past few years, we have seen a slight decline in super-saver shoppers.  

Lastly, we have the early bird and last-minute shoppers. As the name implies, these shoppers either jump the gun and shop before sales even start or last-minute who shop when the year-end deals come out swinging. Last year, 70% of shoppers went in-store the week before Christmas Eve to get their last-minute gifts. Conversely, many shoppers remember the nightmare of inventory issues and gifts arriving well after Christmas, which has turned many last-minute shoppers into early birds in hopes of not being the “sorry, your gift is on the way” person.

With the combination of the pandemic causing social distancing, supply issues, and a variety of different shopping personas, the one-day sale is becoming a thing of the past with sales spreading across the year yielding more sales for retailers.

Understanding and utilizing consumer data

Consumer data consists of information about a consumer such as their shopping habits, what products they buy, and how they interact with your company.

By capturing and understanding consumer data, you can cater to shopping experiences that fit their persona and maximize their opportunity to buy. 

One of the most basic types of consumer data that you most likely already collect is  identity data, which includes  a person’s name, gender, contact information, email address, and social media profiles.

The next step of consumer data is descriptive data. This includes purchase patterns, website visits, email opens, and usage rates.  The next type of consumer data, behavioral data, combines both identity data and descriptive data. Behavioral data is the actions consumers take, and is found by drilling into the shopping experience to see when consumers shop, how far they scroll on your website, what emails they choose to open vs ignore, and much more.

Lastly, there is qualitative data. While behavioral data looks at what consumers do, qualitative data looks at what retailers think. While that may sound complex to track, it is basically how consumers respond to surveys or reviews by telling you what they thought of their shopping experience.

By combining the four types of consumer data, you can see the full picture of the shopper and what actions are more likely to push them over the buying line.

The Fam


Retail influence: If you want to know where the retail industry is headed, look no further than what the RIS 2021 retail influencers have to say.

Report:  85% of consumers will continue pandemic shopping behaviors this season

Supply and demand: Panic ordering by retailers is making the supply chain crisis ‘even worse’.

Leadership: These 5 people were supposed to save retail. Here’s how they did.


Hippo or human?: Pablo Escobar’s hippos are now recognized as legal persons in the U.S.

Sharp as wood: Scientists create a wooden knife that’s three times sharper than steel.

Captured on camera: Wildlife photographer of the year2021 winners – in pictures.

Formula 1: Why the Las Vegas Strip could be the next destination for a Formula 1 Grand Prix – all thanks to Netflix.

Read More

Retail Traffic Trends #48: Q3 Benchmark Report

Despite a drop in foot traffic, Q3 highlighted retailers’ ability to make more sales out of less traffic.

With a 10% increase in sales conversion year-over-year, and a 22% increase in average ticket, retailers are finding the secret formula to make the most out of every opportunity.

This week we release our Q3 benchmark report and get an inside look at how the top 20% of stores are performing at the highest level.


  • Q3 home furnishing and mattress benchmark report.
  • Trends that are expected to change the retail landscape in 2022.
  • Why consumers are already starting their holiday shopping.


Here’s a look at last week’s foot traffic compared to the same time last year.

CLICK HERE to subscribe to Daily Foot Traffic Index


Industry insights so you can convert your foot traffic into more sales.

Furniture Q3 2021

As the summer heat waves come to an end, the average daily traffic per store decreased 21% year-over-year from 27.6 in 2020 to 21.7 in Q3 of 2021. In comparison to Q2 2021, foot traffic is down 7%.

Salespeople made the most out of the lack of foot traffic and converted 38% of their opportunities into sales.  Q3 2021 average conversion rate was up 10% year-over-year, with September having the highest conversion rate year-to-date.

The average ticket in Q3 is where we see a major improvement from 2020. Q3 average revenue per transaction was $2,383, up 22% from 2020 which had an average ticket of $1,951. In comparison to Q2 2021, the average ticket has increased by 8%.

Despite a significant drop in foot traffic, average daily revenue for Q3 increased 3.5% for an average of $18,992 in Q3 2021. Although there was only a $100 difference between July 2020 and 2021, August and September is where sales started to see an uptick. 

As we all know, it takes time to build a relationship with a potential customer. The average time spent with customers was 44 minutes in 2021, up 5% from Q3 2020.  

Download the full report to see an in-depth look at Q3 2021.

Mattress Q3 2021

Q3 2021 average daily traffic per store decreased 2.9% year-over-year to 3.24 visitors per day. Unlike 2020, August 2021 did not see an increase in foot traffic that we saw in previous years. 

Salespeople in the mattress industry converted an average of 70.9% of the people who walked into their stores into sales. this is up 3% from Q3 2020 and an 11.6% increase from Q2 2021

Average revenue per transaction was $1,671.74. This is up 11.65% from 2020, which had an average ticket of $1,497.33.  September 2021 saw an increase of 4% from the previous yearly high of $1,770 in May of this year. 

With the help of salespeople increasing the average ticket, average daily revenue per store rose 16.9% from $3,201 in 2020 to $3,743 in Q3 of 2021. July 2021 had the highest daily revenue thus far this year with an average daily revenue of $3,820.

Download the full Benchmark report HERE.

The Fam


Plan B: What Americans who can’t find a new couch are resorting to.

Report: The majority of consumers plan to shop early this year.

2022 trends: Smart shopping carts and headless tech toolsare top of mind for retailers looking to get out from under the supply-chain mess.

Holiday predictions: Does the September retail uptick hint at smooth holiday sales?


1 in 100 billion.: A Meteorite fell onto a woman’s bedwhile she was sleeping.

AI is saving lives: How artificial intelligence is helping to make breast cancer history.

Squid Game: Netflix values its mega-hit show Squid Game at $900m after reaching #1 in over 90 countries.

The forgotten theory: Can Einstein’s forgotten theory of space solve the cosmology crisis?

Read More

Retail Traffic Trends #47: Retail reaches new heights in September

September 2021 was a prime example that higher foot traffic is not always the answer to increasing sales.

With less foot traffic than September 2020, both the furniture and mattress industry saw yearly highs for multiple performance metrics.

This week we engulf ourselves in the September data to see how salespeople were able to overcome the lack of customers and turn the month into one of the highest sales months thus far this year.


  • How the furniture industry reached over $20,000 in average daily revenue in September.
  • The mattress industry’s ability to spend less time with customers and increase their average ticket.
  • How minor improvements to your store experience can skyrocket sales.


Here’s a look at last week’s foot traffic compared to the same time last year.

CLICK HERE to subscribe to Daily Foot Traffic Index


Industry insights so you can convert your foot traffic into more sales.

Furniture’s September high

September was a month for the books in the furniture industry.

Despite a drop in foot traffic compared to the same time last year and last month, the furniture industry reached yearly highs for multiple metrics including sales conversion, average ticket, and daily revenue.

Foot traffic was down 25% year over year, yet salespeople took on the challenge and increased their conversion by 17%. A conversion rate of 39% is a 5% increase over the previous yearly high of 37.4% in July 2021.

Not only were salespeople converting sales at a higher rate, but they also found a way to sell more with each sale. The average ticket saw a 23% increase over September 2021, and a 5% increase over the previous month, which was the highest average ticket month thus far this year.

Up until September, May 2021 was the month to beat when it came to daily revenue with an average daily revenue of $19,728.41. With the help of salespeople making the most out of less foot traffic, September 2021 had an average daily revenue of $20,239.34 for the furniture industry.

Overall, September was a high-performing month where salespeople showed how more foot traffic isn’t always the answer to make more sales.

A month to Remember

Similar to the furniture industry, the mattress industry saw a decrease in foot traffic yet an increase in most performance metrics.

With an average of 3 customers per day, salespeople were able to convert 72% of the visits into sales. Although 72% isn’t the yearly high, it is a close second to the 75% sales conversion in August 2021.

As we all know, one of the easiest ways to make up for less traffic is to make the most out of every opportunity that walks through your door. In September, the mattress industry increased their average ticket by 17% year-over-year to $1,843, which is 4% higher than the previous yearly high of $1,770.64.

Surprisingly, salespeople were able to increase the average ticket without spending more time with customers. Salespeople spent an average of 2 minutes less with each customer and were still able to bring in more profit with each sale.

Lastly, with converting more sales and increasing the average ticket, daily revenue saw an increase of 16% compared to September 2020. On the other hand, daily revenue was down 2% compared to last month, which was a tough metric to beat with July and August seeing higher than normal daily revenue.

With the positive trends we’ve seen in the last few months, we have high expectations for the mattress industry to end the year with a bang.

The Fam


A new look: How 7 experiential store concepts that opened this year helped increase sales.

The power of words: Why voice technology is the next big trend in retail.

Cotton on the rise: Cotton prices just hit a 10-year high. Here’s what that means for retailers and consumers.

Survey: Holiday shoppers are willing to provide personal data in exchange for deals customized to them.


Interstellar: NASA’s Lucy 12-Year Mission to Jupiter’s Trojan Asteroids Launches This Week – How To Watch It Live.

Social nightmare: Facebook accidentally disconnected its data centers from the internet.

Squid Game: White slip-on Vans and retro tracksuits are skyrocketing in popularity after Netflix’s ‘Squid Game’ debuted.

Halloween: The top 10 Halloween costumes people are searching for on Amazon this year.

Read More

Retail Traffic Trends #46: The future of predicting future demand

Predicting the future, more specifically, future demand is something that retailers have been trying to perfect for many years.

With the holiday season just around the corner, it’s grind time for retailers alike to figure out which products they need armed and dangerous as soon as holiday shoppers enter their store.

This year, with 34% of consumers planning on spending more money on holiday gifts compared to last year, stocking accordingly is more important than ever.


  • What to expect for the 2021 holiday season.
  • The power of combining advanced analytics and AI to predict the future.
  • Dos Marcos…


Here’s a look at last week’s foot traffic compared to the same time last year.


Industry insights so you can convert your foot traffic into more sales.

Holiday spending

After a long year, customers are prepared to end the year with a bang.

According to a new survey by Klarna, 34% of shoppers plan to spend more on gifts than they did in 2020. More importantly to readers of this newsletter, 62% of respondents say they plan on buying big-ticket items.

As supply chain issues have become more evident to shoppers, 40% say they plan on getting their shopping done earlier in the year in hopes of avoiding supply issues. On the other hand, 56% still plan on doing a majority of their shopping online during Black Friday.

With early holiday shopping in mind, retailers such as Target are beginning a price-match campaign from October 10 to December 24th in hopes of motivating people to buy from them instead of their competitors.

Overall, with earlier shopping and consumers planning on spending more than last year, analysts expect holiday sales to increase 7-9% compared to last year.

Advanced analytics and the effect on overstocking

The combination of social media and the immediate exchange of information online has resulted in trends and demand for products changing every day.

Ever-changing trends have made the task of stocking products accordingly an extremely tedious process for retailers. This is very evident when we take a look at the overstock issues many companies have.

Although AI may sound intimidating to many, a system that constantly monitors and gauges future demand may be the solution that retailers have been searching for to solve the overstock problem.

Besides the fact that a surplus of inventory has financial repercussions, 80% of customers across 29 countries believe that sustainability is important to them.

How do we solve this problem? Advanced analytics and AI accurately forecast demand and recommend intelligent insights for decision-makers to rely on. Instead of inventory decisions based on current demand, AI constantly learns to better predict future demand.

Learn more about advanced analytics and AI.


The million dollar question

Put yourself in front of the judges on the hit ABC show, Shark Tank. Mr. Wonderful, also known as Kevin O’Leary, offers you the million dollar investment you are asking for if you can answer the following question: “What is the #1 skill needed to be successful in mattress sales?”

Do you know the answer? 



Google shopping: Google adds a visual search feature for shoppers to find products easier.

Mastercard: Mastercard plans to launch a new Buy Now Pay Later service.

Survey: Answering 3 burning questions about retail and e-commerce

Retail Analytics: Retail analytics market is expected to be worth $23.8 Billion by 2028.


Brink of extinction: Why the American bumblebee could soon be declared endangered.

Christmas killer: Walmart shoppers have accused the retailer of ‘killing Christmas’.

Mother Nature: California beaches closed as ‘devastating’ oil spill threatens wildlife

Video: Bright blue fireball caught on videos over Colorado.

Read More

Retail Traffic Trends #45: The secret sauce to increasing conversion rate

Everyone is always looking for the secret formula to increase conversion and average tickets.

Whether it be changing the consumer experience or how we sell to customers, retailers are constantly experimenting with new ways to get more out of each customer who walks through your door.

This week we take a deep dive into how solutions like Buy Now Pay Later and new retail experiences, such as retail on wheels, can increase conversion rates by 20-30%.


  • How Buy Now Pay later increases average ticket and conversion rates.
  • A look into how doctors and are helping Mattress Firm educate its customers.
  • A new type of showroom that brings the product directly to the door of customers.


Here’s a look at last week’s foot traffic compared to the same time last year.


Industry insights so you can convert your foot traffic into more sales.

Holiday 2021 predictions

In the past, it was common for shoppers to use layaway plans to get ahead of the holiday season and pay for the goods over time. Now, layaway plans are disappearing as Buy Now Pay Later takes over the charge.

Many retailers have begun to embrace the option for customers to pay later by utilizing companies such as Affirm, Afterpay, and Klarna.

Researchers have found that Buy Now Pay Later options can increase conversion rates by 20-30%. As it turns out, it makes the buying decision significantly easier when you don’t have to pay right away.

Not only do options like Affirm and Klarna increase conversion rate, but researchers find that it can also increase the average ticket by 30-50%.

Paying later gives customers the convenience of planning their budget and also increases trust between customers and retailers, as customers feel as if you are giving them the extra hand they need during the holiday season.

Retail on wheels

Retail has changed a lot in the last year, and retailers are still finding ways to rethink the wheel. For Santa, they have rethought the wheel by putting retail on wheels.

Santa, a new retail concept, was created by veteran tech startup founders who recruited experienced store executives for their pandemic-inspired idea. “Santa is an attempt to create a new kind of physical store that moves around and is backed by logistics and technology,” stated Roee Adler, co-founder, and CEO of Santa.

After researching 1,400 markets, Santa has chosen Collin County as the first stop on their journey. Customers will be notified by the Santa app that the truck is in their neighborhood. 

Similar to virtual showrooms, customers will be able to try an assortment of products from their own homes.  There’s no better way to find if a product is for you than to see it in action in the comfort of their homes.

Although this type of concept is easier said than done for large-ticket retailers, an alteration of retail on wheels could be a game-changer for customers deciding on a new couch, bed, or appliance.

Sleep team

Over time, marketers and retailers alike have discovered that selling the lifestyle or benefits of a product yields better results than simply reading off the features of the product.

Over the last few months, Mattress Firm has released, a resource for customers to learn more about their sleep and feel better.

In addition to, Mattress firm has announced their sleep team. The team will share insights and analytics about how people can get the most out of their sleep. This not only gives customers a useful resource to help live a healthier life but also gives customers the confidence they need to make a purchase.

The sleep team includes doctors, sleep advisors, and researchers who have devoted their careers to guiding people to get better sleep.

Giving away useful information is a win-win. It informs your customers to make an educated purchase and increases trust between retailer and customer.


The million dollar question

Put yourself in front of the judges on the hit ABC show, Shark Tank. Mr. Wonderful, also known as Kevin O’Leary, offers you the million dollar investment you are asking for if you can answer the following question: “What is the #1 skill needed to be successful in mattress sales?”

Do you know the answer? 



Re-sale furniture: How the furniture resale industry will grow 3.5 times faster than traditional retail by 2025.

Shape-shifting: shapeshifting furniture, ‘Niche’ aims to prove people can still live large in a smaller footprint.

Artificial intelligence: How AI is changing retail marketingand how retailers plan for future demand.

Retail convergence: What the merging of retail and digital media means for your brand.


Birdseye view: New NASA satellite to continue half a century of changing Earth observations.

Video: A massive fireball soaring over North Carolina at 32,000 mph caught on video.

Robots in charge: How robots are automating workflowsacross the retail enterprise.

Recipe: The best recipe for Ted Lasso’s ‘Biscuits with the Boss’ Shortbread. WARNING: extremely hard to stop eating.

Read More

Retail Traffic Trends #44: Holiday season predictions

With Q4 right around the corner, it’s time to quickly look into the pass to gather predictions for the 2021 holiday season.

Analysts were pessimistic going into the 2020 holiday season and were quickly proved wrong when holiday sales were up 5.8% compared to 2019 sales.

This year, with foot traffic increasing and retailers adapting to omnichannel, researchers are very optimistic about the 2021 holiday season.


  • How the hot furnishing industry outperformed other retail industries in August.
  • A sneak peek of what to expect for the 2021 holiday season.
  • Get our upcoming research reports.
  • Dos Marcos … waiting on this week’s podcast


Here’s a look at last week’s foot traffic compared to the same time last year.


Industry insights so you can convert your foot traffic into more sales.

Holiday 2021 predictions

As Q4 approaches, researchers are expecting a big surge in holiday sales compared to 2021.

Last year, holiday sales saw a 5.8% increase compared to 2019. This year, researchers expect they could rise 7% to 9%, according to the latest projections from Deloitte. 

The predicted increase is a result of increasing foot traffic as the year continues and retailers’ ability to adapt to omnichannel solutions.

Even with high hopes for the 2021 holiday season, shipping delays and supply-chain issues are still top of mind for many retailers. In addition to rate hikes, many overseas supplies are encountering trucking and crate shortages.

Black Friday: future and past

For all of retail, August 2021 saw a 15.1% increase to 618.6 billion compared to $537.7 billion in August 2020.

More surprisingly, home furnishing was the second strongest performer of all the retail industries. Compared to August 2020, the home furnishing industry saw a 15.6% increase with $12.5 billion in sales for the month.

And in all honesty, home furnishing deserves the award for best performer of the month. The only industry to outperform them was “nonstore” retail, which could still consist of home furnishing.


The million dollar question

Put yourself in front of the judges on the hit ABC show, Shark Tank. Mr. Wonderful, also known as Kevin O’Leary, offers you the million dollar investment you are asking for if you can answer the following question: “What is the #1 skill needed to be successful in mattress sales?”

Do you know the answer? 



Inflation: How inflation is hitting the online prices of everything from apparel to furniture.

Holiday preparation: Big-box retailers start stockpiling inventory in a bet on strong holiday sales.

Reshaping Retail: A look at what the future holds for brick-and-mortar retailers.

IPO: Mattress Firm confidentially files IPO papers this week.


Cold as night: How the whitest paint on Earth could eliminate the need for air conditioning.

Save the trees: Officials wrapped the world’s largest treein protective foil to guard it against California wildfires.

Autumn equinox: The first day of fall 2021 is just around the corner with Autumn equinox coming this week.

Video: SpaceX civilian crew returns to earth after a 3-day trip in space.

Read More

Retail Traffic Trends #43: Customers plan their return

The great retail migration is coming.

Customers are just as eager as retailers are to get back to shopping at brick-and-mortar stores. With 71% of shoppers already shopping in-store at least once a week, customers are starting to get their toes wet before fully diving into in-person shopping.

This week we take a look at predictions for future foot traffic and prepare for what to expect for Black Friday 2021.


  • Foot traffic analysis and predictions for the future.
  • The evolution of Black Friday and what to expect this year.
  • Get our upcoming research reports.
  • Dos Marcos on how Miskelly’s Secret to Success it PTF.


Here’s a look at last week’s foot traffic compared to the same time last year.


Industry insights so you can convert your foot traffic into more sales.

Customers plan their return

Although we don’t know when the pandemic will end, we do know that consumers are ready at a moment’s notice to return to their brick-and-mortar shopping.

In a recent survey by MorningBrew, 71% of respondents say they shop in-store at least once a week, which is up 1% from when the same survey was done in March 2021.

Looking forward, 63% of shoppers say they will do most of their shopping in person a year from now.  

More importantly, 25% of respondents say they are now buying big-ticket items in person, and 66% say they will be a year from now.  As we all know, no one chooses to buy big-ticket items without seeing them in person.

The pandemic forced the hands of customers into buying big-ticket items online, but consumers are now starting to feel comfortable going back to shopping in person.

Black Friday: future and past

What started as a one-day sale has transformed into a month-long promotion and sales event.

Whether it was social restrictions that pushed this change or it was the natural progression of the holiday, the jam-packed lines and fights over popular items are becoming something of the past.

Now that deals have to compete with Cyber Monday the following week, Black Friday sales start early and last through Cyber Monday in hopes of winning the sale over the digital rival.

Despite the hype around Black Friday, Cyber Monday sales have exceeded Black Friday sales for the last 7 years.

Looking forward to Black Friday 2021, Retailers may be able to capitalize on people looking for the experience more than a good price. As we discussed earlier, customers are counting down the days until they can fully return to shopping in brick-and-mortar stores.


Miskelly’s Secret to Success is PTF.

In this week’s Dos Marcos Podcast, Mark and Quinn discuss Quinn’s visit to Miskelly’s Furniture–discussing how they rolled out the red carpet for his arrival and then discussing how our name ended up in lights.

They also overview the secret ingredients to their culture and how you can implement them little by little and create a lasting impact for both your employees and your customers.



Report: Personalization and advanced analytics top list of retail initiatives for 2021.

Ask retailers: 7 simple yet effective strategies to sell morethan your competitors.

Stay sharp: An entrepreneur’s handbook to getting more done every day.

More for less: How to shorten your sales cycle and convert more leads.


Climate change: A firm raises $15m to bring back woolly mammoth from extinction.

NASA: Mars rover rocks reveal ‘potentially habitablesustained environment’.

Micro-photography: Nikon Small World Photomicrography 2021 – pictures impossible to see with the human eye.

Pepsi goes analytical: PepsiCo is launching Pepviz Data Science practice for retail partners.

Read More

Retail Traffic Trends #42: August fights back.

This year has been a year of making the most out of what you got.  This has meant making more sales out of fewer customers than in years past.

For August 2021, thanks to salespeople doing what they do best, year-over-year same-month sales outperformed in multiple metrics despite fewer customers coming in.

It’s that time again, where we dive into the data from the previous month and see what we can learn about our foot traffic. Enjoy!


  • The furniture industry’s secret to beating August.
  • The power of 4 extra minutes with a customer in the mattress industry.
  • Get our upcoming research reports.
  • Heavy-hitting mattress stories from The Fam that you don’t want to miss.


Here’s a look at last week’s foot traffic compared to the same time last year.

CLICK HERE to subscribe to Daily Foot Traffic Index


Industry insights so you can convert your foot traffic into more sales.

Furniture in August

Despite a drop in foot traffic, the furniture industry showed major strides compared to the same time last year. 

The customers who did shop in-store came with their checkbooks ready, making the average ticket the star of the show in August. With an increase of 21% compared to the same time last year, August now holds the record for highest average ticket thus far this year in the furniture industry. 

Last month, July 2021, had the highest conversion rate in 2021. August showed a similar trend with an average sales conversion of 37%, less than 1% off the yearly high. 


As we all know, fewer customers coming into the stores puts more importance on each customer that does walk into the store.  Salespeople in the furniture industry took this to heart and spent an average of 4 extra minutes with each customer in August 2021 compared to the same time last year. In contrast, July had 10% less foot traffic, and salespeople spent an average of 8 minutes more per customer.

Overall, the combination of more time with customers and a higher conversion rate resulted in average daily revenue of $19,387, only $400 off the yearly high in May.

A month to Remember

For the mattress industry, August was the month of the sales floor as salespeople made the most out of what they had.

Similar to the furniture industry, foot traffic was down as customers were near and far in-between. Despite a 14% drop YoY and a 3% drop compared to July 2021, the sales floor sold as if every customer was their last.

When it came to spending the extra few minutes required to make a sale, the mattress industry spared no time. On average, salespeople spent an extra 2 minutes with each customer. 2 minutes may not sound like a lot of time, but it only takes a few seconds to make the connection needed for a customer to cross the buying line.

Compared to the same time last year, sales conversion was up 6% and also saw a 15% increase compared to the previous month, July 2021. Although the average ticket saw a drop, a conversion rate of 75% resulted in an increase in daily revenue by 2%.

The Fam

Audio Stories

On this week’s episode of the Dos Marcos Mattress Podcast, they reminisce on their favorite audio stories from The Fam.

Mark and Quinn get it. Not everyone has the time or desire to read articles throughout the day. That’s why they created Audio Stories, every article on The Fam in audio form.

Listen to this Week’s Podcast to hear heavy-hitting mattress stories you won’t want to miss.


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TP revolution: Americans are beginning to stock up on toilet paper again.

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