Retail Traffic Trends #55: November by the metrics

November data is in, and the numbers will not disappoint.

Compared to November 2020, the furniture, mattress, and footwear industry saw significant increases in nearly every performance metric.

Despite an overall drop in foot traffic, salespeople have turned a month of lackluster foot traffic into one of the most impressive months of sales thus far.


  • Mattress and furniture industry: The importance of spending an extra 3 minutes with customers.
  • Footwear industry: The biggest increase in average ticket we’ve seen thus far.
  • Cyber Monday: Sales edge down to $10.7B as consumers make a dent in 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.

The furniture industry takes November by storm

In November, the furniture industry overcame lower foot traffic than November 2020 and increased nearly every metric.

Compared to November 2020, foot traffic was down 20% from an average of 27 customers last year to 22 this year. Compared to last month, foot traffic stayed consistent with an average of 22 opportunities in both October and November 2021.

With Black Friday and the holiday season resulting in people shopping with more intent rather than browsing, the conversion rate increased 19% year-over-year and increased 6% compared to October 2021. 

In addition to an increase in conversion, those people who did buy ended up spending more on average than they have in years past.  The average ticket in the furniture industry increased from $2,078 in November 2020 to $2,417 in 2021, a 16% increase. The increase in both conversion rate and average ticket resulted in daily revenue seeing a 4% increase year-over-year.

When it came to spending an adequate amount of time with customers, salespeople in the furniture industry spent an average of 3 extra minutes with each customer.

Mattress sales in November

Similar to the furniture industry, every metric was in the green in November, except for foot traffic. Foot traffic in the mattress industry was down 7% compared to November 2020, but up 22% compared to October 2021. 

The biggest improvement since November 2020 was daily revenue increasing a staggering 40% from $2,685 in 2020 to $3,753.71 in 2021. This increase is in part due to a significant increase in both conversion rate and average ticket.

In November 2020, salespeople in the mattress industry converted 59% of their opportunities into sales. This November, that number increased to 71.5%. That level of increase alone would be enough to increase daily revenue, but with the additional increase in average ticket, we start to see where the magic happened.

Average ticket increased by 20.29% from $1,633 in November 2020, to $1,965.00 in November 2021. In comparison to the previous month, October 2021, which had an average ticket of $1,815.80, the average ticket increased 8.22%.

As we have seen in previous months, salespeople have found a way to make the most out of fewer opportunities and turn a lackluster month of foot traffic into a month of positive metrics.

November in the footwear industry

While we always give commentary on foot traffic for the footwear industry, this month is the first month we dive deep into the performance metrics of the footwear industry.

Despite other industries seeing lower foot traffic than the same time last year, the footwear industry saw average foot traffic of 5 customers a day, a 34.83% increase compared to November 2020. This increase may be a result of footwear being more in-line with holiday gifts than the other industries.

The biggest increase of all the industries comes from daily revenue in the footwear industry increasing 67.58% year-over-year from $1,157 in November 2020 to $1,938.30 in November 2021. 

Although daily revenue saw a major increase, the increase did not come from converting more sales, but instead by significantly increasing the average ticket. The conversion rate dropped -0.51% year-over-year and by -4.69% compared to October 2021. 

The average ticket went from $496 in November 2020, to $589.91 in November 2021. While $589 seems quite high for the footwear industry, a majority of Doorcounts footwear customers are in the specialty shoe and arch support business where their customers buy much more than a regular pair of shoes.

Overall, November was an impressive month for the footwear industry with the most significant increases compared to other industries.

Retail Snippets

Cyber Monday: Sales edge down to $10.7B as consumers make a dent in their holiday shopping.

Holiday sales: Sales on track to blow past record for spending, topping retail trade group’s biggest forecast.

Truth in the data: A look into physical retail’s data distortion trap.

Pay on your own time: Buy now, pay later orders up 34% this holiday.


Banksy: Can pop-up Banksy and Van Gogh shows save retail?

Living the dream: Ever wanted to spend the night in Ikea? In Denmark, a snowstorm means people sleep overnight in an IKEA.

Watch:  Here’s what the only total solar eclipse of 2021 was like from a cruise ship near Antarctica.

Read More

Retail Traffic Trends #54: Black Friday by the metrics

No one knew what to expect this Black Friday, but the data shows that shoppers came in flocks with their checkbooks ready.

Compared to 2020, both the furniture and mattress industries saw an average ticket increase of over 10%, with daily revenue also seeing a notable increase.

This week we take a look at Black Friday metrics and see how shopping trends have evolved since the beginning of the pandemic.


  • Black Friday by the metrics: What can be learned from the changing shopping trends.
  • Holiday marketing: Why catalogs are still winning holiday marketing.
  • Foot traffic analysis: How has foot traffic changed on Black Friday over the past 3 years?


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.

Black Friday foot traffic

While we can always expect an increase in traffic on Black Friday, the last few years have proven it’s harder than usual to predict how much traffic will truly increase.

On average across all the industries, foot traffic was only down 2.69% since 2019, before the pandemic had started.  All things considered, we would consider that pretty impressive.

For the mattress and footwear industries, they saw an increase in foot traffic compared to pre-pandemic numbers. Compared to last year, every industry saw an increase in foot traffic.

The star of foot traffic this year was the footwear industry, which saw a 37% increase compared to 2109, and a 67% increase compared to 2020.

Overall, we are starting to see old shopping behaviors come back into fruition.

Black Friday in the furniture industry

Despite the furniture industry seeing a 15% drop in foot traffic in relation to Black Friday before the pandemic in 2019, key performance metrics saw a major boost in performance.

Daily revenue was up 6% over last year, which was up 11% over 2019. An increase like this would usually point to an increase in conversion rate, but this year the increase was mostly in part due to the average ticket seeing a substantial increase.

Although we’ve seen fewer opportunities convert into sales over the last two years, those who do convert are spending more than they did in previous years.

In 2020, the average ticket was up 44% year-over-year, and this year it increased by 15%.

Mattress industry sees Black Friday gains

Similar to the furniture industry, the mattress industry saw an increase in nearly every metric except conversion rate.

The furniture industry had a daily revenue of $10,404, a 6% increase over Black Friday 2020, and a 16% increase over 2019.

Average ticket in 2019 was $1,635.48, which decreased by 2.30% to $1,597.90 in 2020, then increased by 13% in 2021 to $1,811. As it turns out, the less consistently people shop, the more they spend when they do make their way to a store.

Although a conversion rate of 79% is almost 10% higher than the yearly average for the mattress industry, it is not at the same level we usually see on Black Friday for the furniture industry.

All in all, this year’s Black Friday gives the retail industry a glimmer of hope for what is to come for the rest of the holiday season.

Retail Snippets

Holiday marketing: Why catalogs are still winning holiday marketing.

The grinch: Organized retail thefts continue over Thanksgiving weekend.

Resale retailers Why shoppers are buying from resale retailers more than ever.

Customer-first: Top five trends retailers need to embrace in 2022 to transform into shopper-first organizations.


Syrup shortage: Facing major shortages, Canada taps its strategic reserves of maple syrup.

Unearthed Archaeologists unearth mummy in Peru estimated to be over 800 years old.

Virgil Abloh:  The path-blazing designer dies from cancer at 41.

Read More

Retail Traffic Trends #53: Thanksgiving weekend predictions

From everyone on the DC team, we want to wish you a happy early Thanksgiving and the best of luck for a successful sales weekend. Although many Thanksgiving shoppers have already begun snagging Black Friday deals as they come, the tradition of shopping over Thanksgiving day and through the weekend is still alive and well in many consumers.

This week we look at predictions and analyses of what shopping trends to expect over Thanksgiving weekend.


  • Thanksgiving week predictions: What lies ahead?
  • Independent retailers: How independent retailers are boycotting Black Friday.
  • The Fam: Mega-Importers like Walmart and Target pay less for containers.


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.

This week in data

Earlier this week, ICSC released their Thanksgiving weekend Intentions Survey. It detailed how consumers plan to tackle their Thanksgiving week shopping.

The survey expects that Thanksgiving shoppers will spend $491 on average between Thanksgiving and Cyber Monday. That’s a total of over $108 billion for the weekend. 49% of consumers plan at shopping at brick-and-mortar stores on Thanksgiving. 36% of Thanksgiving shoppers will decide where they shop based on discounts rather than brand loyalty.

For those who work in malls, the survey suggests that 59% of consumers will go there to shop, 47% will eat at a restaurant,  and 24% will see a movie.

In regards to Black Friday specifically, 73% of shoppers plan to shop in-store or online depending on where the deals take them. Even with sales being spread out over the past month, the tradition of shopping in-store with your friends and loved ones over Thanksgiving weekend is still not going away any time soon.

Independent retailers boycott Black Friday

This year, 85% of independent retailers plan on boycotting Black Friday by closing their website and donating a portion of sales to non-profits.

The boycott is in part because small independent retailers are not able to compete with the deals that large retailers can offer.  Small businesses tend to keep their prices fair all year round and therefore can’t afford to discount heavily just before the busiest time of the year.

 On Facebook, a group called “Not on Amazon” was started last November and now has more than 157,000 members. The group is a place where owners of independent creative and artisan businesses can freely advertise the products they have made to others in the group.

The Fam

No Easy Fix: Mega-Importers Like Walmart and Target Pay Less for Containers

If there’s one thing almost everyone in the furniture industry is talking about these days, it’s container prices. 

While the average price for a 40-foot container in the home furnishings industry ranges between $4,000-$5,000, they’ve skyrocketed over the last year and a half to $20,000 or higher.

While larger importers like Wal-Mart and Home Depot are still paying fairly low prices for containers—according to Jason Miller, associate professor of supply chain management at Michigan State’s Eli Broad College of Business, smaller businesses like those in the home furnishings industry are taking the brunt of the blow.

Read the full article HERE and learn more about when we might see the price return to normal.


October sales: Retail sales rise faster than expected in October.

Report: 30% of Online customer reviews in 2020 are deemed fake.

A new home: Has the pandemic changed living patterns and home design?

Data privacy: Big box retailers sell shoppers’ data for online ads.


Planetary defense?: NASA’s Dart spacecraft will crash into an asteroid in the first planetary defense test.

Must see: Hilarious winners of this year’s Comedy Wildlife Photography Awards.

Rare sightings: The ‘rarest mammal in North America‘ wanders into Colorado garage.

Read More

Retail Traffic Trends #52: E-commerce – from threat to complement

This year we celebrate one year of reporting on retail traffic trends!

While we once considered e-commerce and your online stores to take away from your foot traffic, this year has shown us that your online presence can be a major complement to your physical store.

By keeping updated inventory levels of your physical store online, customers can fast-track their visit to your store by finding options that give them the instant satisfaction of buying in-store that we all know and love.


  • Foot traffic: What lies ahead?
  • No-code: How to get your online store to compliment your physical stores.
  • The Fam: Why You Should Carry Sleep Noise Machines In Your Store.


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.

What lies ahead?

Last week, payment provider Square released its annual report on consumer trends and analysis on how people are navigating through retail in 2021.

Although Amazon has taken a major hold on retail, local brick-and-mortar stores still hold a special place in consumers’ hearts. As explained by David Rusenko, Head of eCommerce at Square, “Local shops offer many advantages over the warehouse approach of retail giants, like Amazon and Argos. Being physically close to their customers creates opportunities to shine, by understanding their wants and needs, and offering faster access to high quality selection of products” 

Despite people still finding their way into physical stores, Square’s report highlights that 97% of consumers now make monthly retail purchases online. While shopping on social platforms was seen as an experiment that wouldn’t last, now we are seeing a shocking 73% of consumers buying from social platforms at least once a month.

As I think everyone can agree with, there is a sense of joy that comes from shopping in person that cannot be matched with online shopping.  The instant satisfaction of getting your product is something that will never go away. And because of that, nearly 50% of retailers now offer next-day delivery.

Going forward, analysts are expecting online shopping to go hand and hand with physical stores as a complement to them as opposed to replacing them.

The power of no-code

As we continue to see online shopping as a complement to physical stores rather than a threat, keeping your online presence as pristine as possible is still a major benefit for your physical stores.

A common beginning for the customer journey has been for consumers to go online and check what is in stock in-store, then go shopping in-person to make the purchase and get the instant satisfaction of going home with the goods.

And with that, inventory management and ensuring your inventory online accurately reflect the products available in-store continues to be of major importance. 

While keeping your online store and physical stores in-sync sounds easier said than done, the advancement of no-code solutions has made it easier than ever to create a seamless customer journey. 

The Fam

Why You Should Carry Sleep Noise Machines In Your Store

Last week on The Fam, they discussed how selling mattresses are all about selling a better night’s sleep, rather than selling the features of the mattress.

This week, they take the importance of sleep one step forward by explaining how a good night’s sleep comes from much more than a mattress.

Noise affects the stages of sleep. While noises actually increase stage 1 sleep they decrease slow-wave and REM sleep—which are arguably the most important stages.

Read the full article HERE on how to help your customers have the best sleep of their life.


Thrive and survive: How adaptive retailers survived and thrived during the pandemic.

Manufacturing: Tempur Sealy ramps up US manufacturing capacity to reduce supply chain exposure

Holiday fun: Is the fun ever coming back to holiday shopping?

Tech takeover: How you can harness tech to meet consumers anywhere.


World record: 105-year-old Louisiana woman sets world record in 100-meter dash.

Lost in space: Ferris wheel-size asteroid could be a lost piece of the moon.

Rare sightings: The ‘rarest mammal in North America‘ wanders into Colorado garage.

Stranger Things: After a long wait ‘Stranger Things’ announces season 4 release date.

Read More

Retail Traffic Trends #51: Sales team motivation

What is the key to sales team motivation when the biggest sales event of the year has transitioned from a sprint to a marathon?

With Black Friday becoming a month-long sales event rather than a day of door-buster deals, it’s difficult to keep your salespeople on their A-game when customers can come in any day of the month expecting to get big deals.

This week we discuss how using leading metrics and the Goaling Report can help keep your sales team motivated and engaged throughout the holiday season.


  • Black Friday: The transition from a sprint to a marathon.
  • Coaching: How to keep your sales team motivated using leading metrics.
  • The Fam: to be added


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.

Is Black Friday a thing of the past?

Black Friday has made the shift from a sprint, to a marathon. Waiting until Black Friday to offer deals or to do shopping of your own is quickly becoming the old way to do things.

With the combination of supply difficulties, worker shortages, and the ever-changing trends of shoppers, Black Friday is no longer symbolic of a day of crazy sales, but instead a month-long sales event.

In 2020, Black Friday sales began as early as October and did not end until early December. On average, prices were reduced by 48% for retailers in the US as many retailers had a surplus of inventory that needed to go, in contrast to 2021 where inventory has become scarce.

In 2021, the overarching message is to shop early to avoid disappointment. Thankfully for retailers, who can feel pressured to give big deals, most companies have reduced their discounts to the 5-25% range this year as supply chain issues make it increasingly hard to offer door-buster deals.

Despite the challenges, shoppers are still eager to get out of the house and start hunting for deals in person.

Sales team motivation

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.

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

As a sales manager, John focuses on sales team motivation by looking at leading metrics, not trailing metrics. By using combined productivity rates with the data from Doorcounts, John can 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.

Read the entire article HERE.

The Fam

How to Sell Mattresses Around the 4 Components of Better Sleep

This week on The Fam, they discuss how selling mattresses is all about selling a better night’s sleep, rather than selling the features of the mattress.

As they explain, there are four main parts of a better night’s sleep that retailers can use to make more sales.

first, before you even discuss mattress options, you need to find a pillow that meets the customer’s needs.

Secondly, once the perfect pillow is found, have the customer carry the pillow around with them to try out different mattresses. By doing so, they can fully envision themselves sleeping in the bed with the whole sleep system in action.

Click HERE to read the full article on how to sell a better night’s sleep.


Sustainability: Inside one company’s struggle to fix the “monstrosities” of the furniture industry.

Paper vs plastic:  Here are 7 tips to minimize merchant service fees.

Report: Nearly 30% of consumers haven’t paid off credit cards from last holiday season.

Robo letters: Why business owners are turning to ‘gratitude robots’ to show their appreciation for employees during the labor shortage.


Must watch: How to watch the upcoming lunar eclipse – the longest partial eclipse of the century.

Space food: Heinz debuts ‘Marz’ Edition ketchup made with tomatoes grown in Mars conditions

Lunch Break: Wildlife photographer captures amazing shots – while on lunch break.

Stranger Things: After a long wait ‘Stranger Things’ announces season 4 release date.

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


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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? 



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