4. SERIES
ConsumerConnected #CCS14
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7. Global Leaders in Consumer Behavior
§ 70,000+
Devices
§ More
than
90
Countries
in
Opera8on
§ Over
1,000
Retail
Clients
§ 20
Billion+
Shopper
Visits
Counted
Annually
§ Industry
Leader
and
Innovator
with
15
Patents
Market
Leader.
Global
Footprint.
Retail
Innova8on.
15. Increase
Traffic
§ Opportunity:
know
your
pass-‐by
traffic
§ Draw
Rate:
are
you
capturing
that
traffic
§ Demographics/Psychographics:
are
you
pulling
the
right
customers
through
the
door
§ Marke8ng
Effec8veness:
are
your
campaigns
working
16.
17.
18. Smarter
Merchandising
Create
store
groups
to
test
different
window
concepts
Analyze
draw
rates
to
understand
where
you
succeeded
Maximize
your
draw
by
op8mizing
your
displays
A
small
increase
in
draw
rate
can
mean
hundreds
of
people
through
the
door
19. Increase
Conversion
§ Abandonment:
the
%
of
people
who
leave
shortly
aYer
entering
§ Dwell
Time:
average
shopping
visit
dura8on
§ STAR:
shopper-‐to-‐associate
ra8o
measures
labor
coverage
§ Queue
Management:
measures
the
efficiency
of
the
checkout
process
20. Dwell Time & CVR Trends by Week
Day
Store
A
Week
Total
Store
Dwell
Store
CVR
Sun 22.3
57.7%
Mon 21.1
62.0%
Tues 16.9
62.3%
Wed 20.8
63.8%
Thurs 18.8
63.3%
Fri 21.6
61.3%
Sat 18.6
57.8%
AVG. 20.0
60.4%
20
Are
customers
being
engaged
as
they
shop?
Store
B
Total
Store
Dwell
Store
CVR
18.2
55.3%
15.8
56.8%
12.6
56.4%
16.8
57.9%
10.1
56.7%
16.2
58.0%
15.3
56.0%
15.0
56.6%
Store
C
Total
Store
Dwell
Store
CVR
20.0
56.7%
20.8
63.3%
18.5
62.8%
18.7
63.0%
13.4
61.9%
18.8
63.2%
19.8
58.8%
18.5
60.7%
Sunday’s
Dwell
Time
is
high,
CVR
is
lowest
of
the
week.
Monday’s
Dwell
Time
is
high,
CVR
is
also
high.
Thursday’s
Dwell
Time
is
lowest,
CVR
is
high.
21. Increase
TransacPon
Size
§ Intercept
rate:
%
of
customers
who
are
engaged
by
your
sales
associates
§ Intercept
8me:
average
8me
between
entrance
and
engagement
§ Zone
counts:
which
areas
a^ract
the
most
traffic
and
do
these
areas
have
the
best
sales
and
conversion
§ Loyalty:
are
customers
coming
back
22.
23. Survey Question
Next Generation Analytics offer the most
opportunity as it relates to:
a. Improving operations
b. Increasing the efficiency of marketing efforts
c. Personalizing the shopping experience
d. Enhancing the flow through the store
e. Optimizing merchandising
24. Zone Analysis: Old Format Top Performers
(By Ranking)
24
Traffic
Draw
1
Traffic
Draw
4
Traffic
Draw
3
Traffic
Draw
2
Dwell
2
Dwell
1
Dwell
3
Dwell
4
Top
Traffic
Draw
Rates:
82.34-‐89.94%
Top
Dwell
Times:
14:37-‐16:08m
Finding:
High
traffic
and
dwell
areas
were
concentrated
in
two
sec8ons
of
the
store
25. Zone Analysis: New Format Top Performers
(By Ranking)
25
Cash
Wrap
Zone
1
Zone
2
Zone
3
Zone
4
Zone
5
Zone
6
Zone
7
Zone
8
Zone
9
Entrance
Zone
10
Zone
11
Zone
12
Zone
13
Zone
14
Zone
15
Zone
16
Zone
17
Zone
18
Traffic
Draw
4
Traffic
Draw
3
Traffic
Draw
2
Traffic
Draw
1
Dwell
2
Dwell
3
Dwell
1
Dwell
4
Top
Traffic
Draw
Rate
82.12
–
87.16%
Top
Dwell
Times
14:29
–
16:21m
Finding:
New
format
lead
to
change
in
traffic
draw
and
dwell
pa^ern
28. Improving Store Performance
Traffic
Conversion
Trans.
Size
SALES
$40.56
20.2%
$3,113
X
X
=
380
What
is
the
impact
of
traffic,
conversion
and
transac8on
size
increases?
29. Traffic
Conversion
Trans.
Size
SALES
$40.56
20.2%
$3,113
X
X
=
380
399
$3,269
$156
or
5.0%
increase
in
sales!
Improving Store Performance
What
is
the
impact
of
a
5%
increase
in
traffic?
30. Traffic
Conversion
Trans.
Size
SALES
$40.56
$3,113
X
X
=
380
$3,421
9.8%
increase
in
sales!
Improving Store Performance
20.2%
22.2%
What
is
the
impact
of
a
2
point
increase
in
conversion?
31. Traffic
Conversion
Trans.
Size
SALES
$40.56
$42.56
20.2%
$3,113
X
X
=
380
What
is
the
impact
of
a
$2
increase
in
transac8on
size?
$3,266
4.9%
increase
in
sales!
Improving Store Performance
35. SERIES
ConsumerConnected #CCS14
Q & A // Panelists
MODERATOR
Russell Evans
VP of Marketing
ShopperTrak
Debbie Hauss
Editor-in-Chief
Retail TouchPoints
36. SERIES
ConsumerConnected #CCS14
9
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