Overview

Our customer, operating a chain independent mid-size shop in a large mall selling luxury items was able to improve its sales efficiency through insights gained by visitor counting. Sales volume improved by 23% as a result at the late autumn period. In this segment, conversion rate between visitors to buyers is a key factor. Before installing the CountR visitor counting system our partner was only able to follow transaction numbers, which alone were inadequate to understand customer habits, and exploit opportunities best.

Boosting Sales with Visitor Tracking

Their Story

Our customer used the CountR system with transaction numbers added as external data sources for analysis. The KPI was defined as the conversion rate (the number of transactions divided by the number of visitors).

Initial data showed a sudden drop in the KPI for November. However, upon further inspection, the reason for the drop was that visitor numbers increased by 35.6% on average, while transaction numbers only followed by 12.1%, resulting in an 82% KPI compared to previous periods.

The store operator discovered that the root cause was inadequate staffing that was not adjusted to the higher visitor counts. Employees on site were unable to provide enough care and attention to the increased number of potential customers, leading to the drop in the conversion rate.

Later on, our partner planned staffing based on visitor numbers from the previous year. As a result, higher conversion rates were achieved and maintained. The visitor number increase in November was 32.4% compared to October, while transaction numbers followed this trend with a 35% increase.

Results & Conclusion

Tracking and analyzing visitor numbers enabled our customer to understand their staffing needs and thus better exploit the Christmas sales period, generating a record profit. The net gain amounted to three times the purchase and installation costs of the visitor counting system.