Title: Almost 3 times the sales when staff upsell
1Almost 3 times the sales when staff up-sell!
- 14 how many c-shoppers bought an item on
promotion - 36 how many shoppers bought an item on
promotion after having been told about it by
store staff. - Almost 3 times the sales.
Problem/opportunity Only 2 of c-shoppers said
store staff informed them about a promotion
Source him! CTP 2009
2Almost 3 times the sales if staff up-sell
- Is up-selling part of a retailers mystery
shopper audit programme? - Easy for suppliers to support and incentivise
- WHSmith have cracked it (up-selling) not many
other retailers have. An opportunity too good to
miss? - Every customer visit counts. Need to maximise
Source him! CTP 2009
3Who is up-selling?
of convenience customers who were informed of a
promotion by staff
- 2
- 14
- 6
- 6
- 4
- 3
- 3
- 3
- 3
- 3
- 3
- 2
- 2
- 2
- 2
CTP ave David Sands Shell Total Premier Esso Scotm
id Spar UK BP Londis Mace Southern Co-op The
Co-op Midcounties Co-op MRH
Pace Nisa Malthurst Mills Tesco Express One
Stop Sainsburys Local Somerfield Tates James
Hall Capper Budgens CJ Lang Landmark Hothouse
2 2 2 1 1 1 1 1 1 1 1 1 0 0
Source him! CTP 2009