You know what sells well but can you add more products to that customer basket?

Which promotion mechanic works best in your business?

You may have held many sales and promotions…the special event, % off products, 3 for 2 or “buy one get one free”.

And used many combinations of products but……

 - Which mechanic actually increased your margin? And by how much?

 - Was there a general sales uplift in the store? And by how much?

 - What was the motivation by the customer? Did visitor numbers and spend increase?

 - What time of year saw best sales or promotion results?

 - Are customers now expecting events rather than being “delighted” by them?

 - Are you really acting on the information you have on the transactions and motivations of your loyalty card customers?

Examples from previous project work: -

 - Detailed sales analysis of the transactions of a high street chemist saw an unexpected but logical relationship between the purchase of feminine care products and health & beauty indulgence products

 - Similarly looking at Haircare 3 for 2 mechanics the third purchase was predominantly an indulgence product rather than an essential product

 - Building a profile of your customer types can allow targeted promotions, product ranges and even portfolio adjustments, this is even more possible if substantial data is already available e.g. A Loyalty Card

 - In stationery products, customers were enticed and motivated by complex “matrix” pricing initiatives