Foot Traffic Data & Analytics | How to increase sales conversion

There is no proxy for conversion

Retailers and car dealers often believe that sales numbers are a good proxy for customer traffic and conversion. Based on data from thousands of retail stores and showrooms, Blix knows this to be false. Conversion rates vary enormously within a single brand or store network, from day to day and even from morning to afternoon. Without an accurate measure of customer traffic, you're flying blind.

Why focus on sales conversion?

Sales conversion is 5x

Within the four walls of a retail store or car dealership, there are four ways to improve profits:

Decrease the operating costs
Increase customer traffic
Increase the average transaction value
Increase sales conversion

Doing any of these things will improve the profit of a retail business, however not all are equal. Increasing your sales conversion rate will provide a return on investment 5x any of the other options.

Measure customer traffic

The benefits of measuring customer traffic to increase sales conversion are undeniable. Once you begin measuring your customer traffic, the fun work of improving sales conversion and increasing revenue begins. At Blix, this is how we do it.

1. Training & Education

Blix provides the training and tools to ensure all levels of your business understand the Blix data. It needs to become part of your language and KPIs to drive change.

2. Focus

The Blix Traffic conversion and in-store performance reports focus your attention on the performance issues that will deliver the best outcomes for your business.

3. Action

The Blix Business Consultants work closely with your operations, area managers and store managers to ensure action is taken and the results measured.

4. Evaluation

Blix Traffic makes it easy to measure the impact of the actions taken for future learnings, continual improvement, benchmarking and training.

What's the cost?

Blix Traffic is a fully managed service. One low monthly fee covers the hardware, data and service.

Focus is key

When you have a large network of stores or dealerships, it's important to know where to focus in order to deliver the greatest return on investment. This is why Blix developed our unique In-Store Performance quadrant.

In-store performance reports

The Blix Traffic in-store performance reports group your stores into these four quadrants using sales rankings, customer traffic, customer dwell times, missed sales opportunities, conversion rates, average transaction values, shopper yield and average unit retail data. Blix works its magic and puts your stores into these four categories to make your life easy!

High Performance Stores

These are your stores with both high customer traffic and high in-store performance.

Action

None required

Low Traffic Stores

These stores have high in-store performance but low customer traffic. Sales will improve with more customer traffic.

Action

Marketing focus

Opportunity Stores

These stores have high customer traffic but low in-store performance. With training and focus on in-store operations, results will improve.

Action

Training, staffing & operations focus

Low Performance Stores

These stores have low in-store performance and low customer traffic. Focus on improving the in-store performance before increasing traffic.

Action

Action: Training, staffing & operations focus

Trusted by leading brands

Data without action is useless

Once you have customer traffic data in your business, the job of turning that data into action starts. It is a process that takes time, but is well worth the effort. Here are some of the things we strive to do with our clients in order to increase sales conversion and revenue. This is by no means an exhaustive list but does provide some indication of how we improve sales conversion for our clients.

Provide education and training regularly so that all levels of your business understand the data and more importantly, know what it means and how to use it.

Set KPIs for store managers, area managers and the business as a whole and track them religiously.

Make it easy for area managers to know which stores to focus their efforts on and when (see the Blix in-store performance report).

Rotate your best performing store managers and sales staff between stores to share best practice and to improve under-performing stores.

Constantly evaluate staff schedules to ensure they are always aligned with customer traffic for the highest sales conversion.

Use data to drive the allocation of training resources and secret shopping initiatives to get the most value out of these activities.

Measure and A/B test the performance of window displays, changes in visual merchandising and signage to increase peel off rate.

Evaluate which marketing, media, events and sponsorship activities deliver the best customer traffic into stores, and which doesn't.

Our Guarantee

The Blix Guarantee

The Blix technology is unique and our analytics are rich and insightful, however it’s our engagement model that really differentiates us. Our consultants work closely with every client, every step of the way, to increase sales conversion and revenue. We are so confident in the success of our service, that we provide this guarantee. Conditions apply.