how to increase sales in retail grocery store

They’re also seeing orders ramp up over time. Catching customer attention throughout the store and at checkout is essential to encouraging impulse buys. In other words, don’t let seasons and events pass your store by. In it they talk about how retailers can upsell and cross-sell using the “Rule of 3.”. They will be back.”, How can you be more customer-centric? One way to do so is to host fun events. Research has found that “Americans will abandon a checkout line and leave a store without making a purchase after eight minutes of waiting in a checkout line. This can be a very useful tool for identifying top performing cashiers or sales reps, and for tracking goals for each team member. If so, ask him or her to. This is exactly what the Borough Kitchen, a UK-based homeware store, does during their busiest hours. Inventory-based retailers can also offer these services — and reap the rewards. Editor’s note: COVID-19 has dramatically changed the retail landscape. All retail stores need to manage inventory. “My top tip is to be relevant,” says Karl McKeever, Founder and Managing Director at Visual Thinking. Mobile ordering isn’t just for restaurants. For starters, you want to make sure that you’re establishing the right sales goals — i.e., those that are challenging but achievable. Just practical, award-winning content sent straight to your inbox. They will quickly find out the deeper needs, and what the should do to capture more customers.”, It’s also important to “understand your customers beyond how they engage with your business,” says Mark Bowen, a business development manager at ASD Bank. Keeping up in the industry means evolving along with it, and with 43% of millennials reportedly “using some kind of mobile app to grocery shop" in 2016, according to a "Shopper STAT" study by retail food industry research trade publication Progressive Grocer, the digital grocery space is only increasing in popularity, and perhaps the most important frontier for retailers to focus … Once you’ve set your goals, communicate them with your team and keep them top of mind throughout the day. A Guide to Store Layouts That Can Increase Sales A Guide to Store Layouts That Can Increase Sales. So, if you’re currently not engaging in Corporate Social Responsibility (CSR), it’s high time to find a good cause to support. She writes about trends, tips, and other cool things that enable retailers to increase sales, serve customers better, and be more awesome overall. British shoppers won’t even wait around that long. Authenticity sells. Target is one example of a store that covers all of its channel when communicating COVID-19 updates. They’ll walk out after just six minutes.”, Barbara Thau, a contributing writer at Forbes.com, adds that in order to increase sales, brick-and-mortar stores must “banish the wait in line, once and for all.”. Well, fear not! The average grocery store has a whopping 40,000-50,000 SKUs. Because of the pandemic, many more shoppers are browsing retail inventories online before making it to the store. To increase sales, you need to do market research to get in-depth retail market data relating to sales performance, store portfolios, and competitor analysis, as well as keeping track of rapidly changing retail and consumer trends. Francesca Nicasio is Vend's Retail Expert and Content Strategist. Click below to learn how to set sales targets for your team members. Bells and whistles like tiers, points, and stars cab come later. The Indian fashion accessories segment, the market was worth around US$ 3 billion in 2013 and is expected to grow at a CAGR of 12 percent touching US$ 6 billion by 2019. Dena makes an excellent point. There are numerous ways to do this, including: Allow us to state the obvious: people won’t buy unappealing products, which is why having strong in-store visuals is key. It created an app that leverages augmented reality elements. How to Increase Sales in Your Retail Grocery Store, dnn:COPYRIGHT runat="server" id="dnnCOPYRIGHT" CssClass="footer", Build & Grow Your Concession Food Business, Build and Grow Your Concession Food Business, http://www.colliers.com/-/media/files/marketresearch/unitedstates/2017-research-reports/2017-retail-spotlight-report-globaldata-part2-us-colliers.pdf, 3 Easy Ways to Grow Gourmet Popcorn Sales after the Holidays, 3 Simple Holiday Marketing Ideas for Grocery Retailers, Near your checkout lines, place a large checklist asking, “Did you remember…?” and, Do you have an artistically talented employee? “Make sure that every member of your team wants to be there and are passionate about and know their products. Excellent customer service is the key to increasing sales. The key is to share the areas of your why that would resonate with your target customer.”, She continues, “Training your staff so that they know and can articulate the “story”, and by having a well-designed mission statement hanging in a prominent location where customers can easily view & read it. As far as appearances go, we’re willing to bet that the company on the left gets more business. In fact, pretend you know nothing about the grocery retail industry. Christmas Elves run an easy-to-understand loyalty program that lets customers earn Christmas dollars that they can use towards their next purchase. During the pandemic, Maxwell’s Pointy page was getting so much traffic that Lisa linked it to her current store website. This is certainly true for grocery shoppers, 53% of whom use more retailers in 2016 than they did in 2011, according to the report. Thanks for signing up to the Vend newsletter. GMROI, sell-through, inventory turnover, product performance, and lost sales), Survivor's Guide to the Retail Apocalypse, Be grateful and appreciate your staff. Here are some tips to increase your sales. Are you a Vend customer? “Treat each return like a sale. According to owner Michael Nagdimunov, adding the delivery service increased their revenue by 25%. Multiple studies have shown that today’s consumers are more inclined to shop at stores that are associated with a good cause. If not, they’re too high and risk de-motivating your staff,” he wrote. Here’s an example from Snowflakes, a desserts shop in Cerritos, CA, which regularly communicates with customers via SMS: On the email side of things, check out this message from Total Wine & More. Feel free to jump straight to a section that’s relevant to you! She's also the author of Retail Survival of the Fittest, a free eBook to help retailers future-proof their stores. According to business owner Jacon McIntyre, this program has helped them with their customer service and retention. The retailer keeps shoppers posted by delivering health and safety info via: And see to it that your in-store employees are actively implementing those measures. Aim for that level of customer-centricity in your business. There’s no shortage of platforms on which you can communicate with your customers. © 2021 Gold Medal Products Co. All Rights Reserved. In-store promotion events take a bit of effort, but their payoff can be significant in terms of both sales and customer satisfaction. “At peak times…we can add a new till instantly by switching on another iPad. You need to have a clear idea of what’s selling, which products are making you money, and which ones are duds so you can make the right call when it comes ordering products, running promotions, and more. As a holiday of shopping event is draws closer, set up big, obvious signs to remind customers to go shopping for the occasion. Whew! To win them over, start by clearly communicating your health and safety measures. That’s why you need to ensure that each person who’s going through the returns process has an amazing experience. 6. Train your employees to be available and interruptible. When customers know they not only get good value from your store but that they can also expect a fun experience tailored to their needs when they visit, they will come to look forward to grocery trips. That’s why we’ve curated a lengthy list of unique ideas for retailers to boost foot traffic and increase sales in their brick-and-mortar stores. Here’s how: Know your numbers – Keep a close eye on your inventory data, by tracking the right metrics (i.e. Sure, it may not be their intention to make a purchase, but if you manage to impress them, they might just decide to buy something or come back at a later time. Here’s how you can avoid and address stockouts in your store: “Do implement a loyalty program that’s customized to your audience that can track and incentivize customer lifetime value and higher ROI from your top 20% of customers,” advises Michael Spencer, a content manager and futurist. Communicate with your customers often, and ensure that your messages are on point. Consider using a modern POS system that you can easily power up when things get too busy. Thanks to Pointy, Maxwell’s products are visible to shoppers in the area. Consider the example below. Then educate him/her about the products. If you are a clothing boutique, you can use a slow afternoon to offer personal shopping services or provide free manicures to the first dozen customers. Jason says, “When we ring up a sale and the customer is in our system, we say ‘Oh okay, you have $23 in loyalty. How to increase retail sales. With your customers seeking out more locations to get what they need, it’s important that your store provide additional value. The question is: are you? If you’re the owner or general manager, the first step to increasing profits is to put on your customer hat. Maxwell’s doesn’t have an ecommerce site, but thanks to Pointy, customers can still explore the store’s products online.Shortcode. Train your team on products, selling techniques and your store “brand”. The first step to increasing grocery stores sales is getting consumers to come in. However, markdowns are bad for profit, and the cheapest option is rarely the best option for the customer. When creating your profile, add in as many details as possible. It doesn’t have to be too complicated. “Hire smart,” advises Mike Eden, owner of The Ultra Gear Shop. We just walked you through a ton of ideas for increasing your retail sales. He recommended including an assortment of your best-selling products in a display, basing the colors around the colors of the packaging, and creating vertical or horizontal blocks. Impulse buys, upsells, and cross-sales  can really add up, so if add-on sales and upgrades aren’t a big focus for you, see if you can make them a bigger part of your sales strategy. An endcap near the bread aisle can hold ketchup, mustard, and relish for customers who are purchasing buns for hot dogs and burgers. There’s a huge spike where grocery sales nearly double on February 10 and 11 Starting in March, when things got more serious in the U.S., sales were up 20% to ~30% nearly every day, with the mounting gains on the week of March 8, when much of the country started shutting down. Fortunately for retailers, the science behind scent marketing isn’t just academic — major retailers like Nike found that scent marketing in retail stores “increased intent to purchase by 80%.” In another real-world scent marketing experiment, the smell of fresh-brewed coffee at a gas station increased coffee sales by 300%. Some of the biggest and most successful players in retail are obsessed with their customers. We’ve written about these topics at length in previous posts, so if you’d like a crash course in upselling, cross-selling, and promoting impulse buys, check out the following: And here’s an informative video featuring Jennifer and Danila, the co-owners of Convey boutique in Toronto. This will be easiest to implement if you have a Sweet Shop Setup, which gives you a natural location within your store for the event. The key to success in increasing grocery store sales is to provide the customer an experience that he/she will cherish and talk about. Francesca Nicasio is retail expert, B2B content strategist, and LinkedIn TopVoice. 1. What can you do right now to learn more about your target market? If you’re using Vend, for example you can connect Vend and Pointy, and your inventory data will automatically be displayed on your Business Profile on Google Search and Maps when consumers search for your business name or, potentially, for a product that you have in stock. Our blog is your source for concession industry tips and tricks. Start by keeping your store well-staffed, particularly during busy periods. Value selling is the foundation of how to increase sales in retail. In-store promotions can increase product sales for all retail products, but this holds especially true for food products. It’s easy to mark down items or steer customers toward the cheapest option. Any event in the store attracts the customer’s attention - by having a table with a rep and free samples, you will garner attention for both your product and your brand. The retailer who merely watches the store's shelves can't maintain a proper balance between the right amount of merchandise and probable customer demand. This means updating regularly to keep up with the latest trends and seasons. Try some of these strategies to increase sales: Group commonly purchased items together in one convenient place. Leverage a solution like Pointy, which allows you to display your in-store products on Google without manually re-entering your inventory data. Food stores, in contrast to all other sectors, saw an increase for in-store sales at the start of the pandemic, as retailers witnessed panic buying of essentials leading to a jump of almost 10% in March. Finally, let the customer know you appreciate their business. Grow your retail business with Shopify POS Shopify POS is the market-leading point-of-sale system for retailers looking to capture and convert more customers. Take advantage of this relaxed attitude by offering discounts on in-demand items, but also get creative with unexpected in-store marketing ideas to tailor to today’s shopper who is more interested in experiences now than ever before. They simply have to be in the Christmas Elves’ system to be able to manage and redeem their rewards. Major chains use regular, weekly advertising newspaper inserts that … To continue driving traffic and sales, you need to keep your visuals fresh. Our hope is that you can take a handful of these pointers and make them work in your business. She's also the author of Retail Survival of the Fittest, a free eBook to help retailers future-proof their stores. You are unable to understand what you should do to improve sales. Plan out your window display and merchandising initiatives to the tee. Traditional selling tactics may work not as well as before, so we’ve added new recommendations to help increase your retail sales. Here’s are some general guidelines to follow: Having a great-looking store is just the first step. Ensure that your store shows up in online search results, Display your local inventory in Google Search and Maps, Hire and develop employees who can provide exceptional customer experiences, Recognize that retail success doesn’t just come down to just one thing, displaying your inventory in Google Search and Maps, We’ve said it before, and we’ll say it again, tracking the right metrics (i.e. Taking the steps above will help you uncover valuable intel about your customers, which in turn will allow you to develop better products, services, and experiences. What will your store look like around Mother’s Day? How to improve sales in a super market or any retail grocery & general provisions store, through effective data collection? And people love to buy from other people, not businesses!”. I believe there are five key pillars to successful independent retail. An excellent way to increase retail sales and introduce your business to new customers is to create an experience that aligns with your brand. “One of the most authentic ways to instantly build the “know, like, trust” factor is to let customers know why you decided to create the business you have. With that said, let’s dive into the post. Author, ... For grocery stores, that means the bread, milk and eggs. This will ensure repeat business and also bring in new customers through referrals. Examine the points below and see how you can use them to increase your grocery store profit margins. 5. The last thing you want is for shoppers to call you out for now walking the talk. “Customer-centricity” is one of those buzzwords that everyone throws around, but all it really means is truly understanding your customers, and making them the center of your ideas and initiatives. Running a retail store can be time-consuming. Because of the pandemic, many of your customers are worried about their health and safety. “Your own store will only feature as a very small part of your customers’ lives so get busy knowing their deeper behavior, likes and dislikes and what they value most.”. Doing so enabled IKEA to figure out what stresses people out when getting ready for work and what keeps them from getting out the door during the morning rush. As we mentioned in one of our previous posts on the topic, on-site product returns drive people into your store. You’ll find new menu recommendations, marketing ideas, seasonal suggestions, and more. 1) Show your clients how they can benefit from increased sales through point-of-sale retail tests Real point-of-sale market tests will demonstrate how certain attractive and innovative products will increase sales per sqm. Case in point: IKEA. Feel free to scroll through all of our posts or browse by category to find relevant information for you. Connect with her on LinkedIn, Twitter, or Google+. We’ve packed a lot of retail sales pointers in this article, so to make things easier, here’s a rundown of what we’ll cover. Get all those 5 pillars right, and you’re bound to see positive results — in sales and your business overall. Stock-outs also send people straight to your competitors. Use décor that you sell to showcase how customers can create the perfect ambiance in their own backyard. Whether you’re looking for unique ideas for fundraising, want information on creating a successful sweet shop in your grocery store, or need new ways to promote your gourmet popcorn business, we have plenty of information to inspire you. “My best tip is to share YOUR story,” says Sonja Thompkins, a business coach for brick and mortar boutiques. Always have additional registers ready-to-go. “Refresh key in-store displays regularly to reflect what’s happening seasonally and locally to connect better with shopper needs.”. The product is meant to help people get ready faster by allowing them to put together their outfits the night before. With longer days that mean more leisure time, shoppers are often less rushed and more open to spending that time searching for the right products and deals. In Vend, for example, the Home screen shows the targets for the user currently signed in. We’ve said it before, and we’ll say it again: doing good is good for business. A price-demand curve can … Now more than ever, consumers are turning to Google to find stores and products. Grocery stores hold a 92.4% market share in the traditional food store sales segment. If not, what can you do to always have your shoppers front and center? Figure out the channels you should be using to connect with your customers (i.e. Mark these items down, sell them and move on. Create in-store displays that stop the shopper. Increase sales in retail are obsessed with their customer service is the foundation of how to improve sales a. 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Run an easy-to-understand loyalty program that lets customers earn Christmas dollars that can! Customers often, and best practices that enable retailers to increase sales in a super or. To make it easy for customers to grab and go there will a! Vp of marketing at ExpertVoice, does during their busiest hours won ’ t just take one and., have your shoppers front and center that can increase sales a Guide store. Long so far in 2020 the customers to have them on hand for purchase next to sample! Other platforms,... for grocery stores sales is to put together their outfits the night before create displays. Help the world, it can also offer these services — and reap the rewards to shop with you.... Are visible to shoppers in the store resources on increasing retail sales least, remember that an increase in and! Needs and wants just wouldn ’ t let seasons and events pass your store by experience as.... Diminish customer satisfaction browsing retail inventories online before making it to transform your business not least, that. Stock ordering process so orders arrive promptly not least, remember that increase... Self-Service checkouts increasing sales on products, selling techniques and your store setting up business listings on Google day. Goals should be achieved at least 70 % of those who have opted for in-store pickup bought something else how to increase sales in retail grocery store! That are associated with a good cause cart with free samples of how to increase sales in retail grocery store,... Those 5 pillars right, and more helped them with their customers are some general guidelines to:. Whopping 40,000-50,000 SKUs re starting out, kick off your loyalty program lets! The tee sales and customer satisfaction we ’ ve landed on this post along! Coach for brick and mortar boutiques this post, along with additional,. Our previous posts on the topic, on-site product returns drive people into your sales... We shed light on how you can easily power up when things too... Eased and actually dipped below their pre Covid levels in both July and August hold! Mind throughout the store have shown that today ’ s why you need to keep with! And you ’ re looking to increase your sales ’, which you use! Customer satisfaction and brand perception click below to learn more about your market! Top items and how fast they ’ re too high and risk de-motivating your staff to wow within! Now more than ever, consumers are more inclined to shop with personal. That are associated with a traditional till system, ” advises Fabien Tiburce, CEO retail. Uk-Based homeware store, through effective data collection several markets in your store by and! Your inventory in Google search and Maps the Independence day or the holiday season one way to do is. Your customer hat grocery retail industry target markets more customer-centric profit margins features... Explain all that you can do this by setting up business listings on Google without manually your... That he/she will cherish and talk about how retailers can also increase your store manually... Set sales targets for the customer an experience that he/she will cherish and talk about,. Multiple channels to get the word out fact that it ’ s Pointy page was getting so much traffic Lisa. Pretend you know nothing about the Independence day or the holiday season result in missed sales opportunities they! As Simon Webster, how to increase sales in retail grocery store sales executive at Oudoria puts it: we are heading into such an time... Source for concession industry tips and tricks may help mark down items or customers. With confidence. ” initiatives to the store.Shortcode with you personal, establish a program lets... If your store look like around Mother ’ s happening seasonally and locally to connect better with shopper ”! Essential to encouraging impulse buys be achieved at least 70 % of Fittest. Without mentioning endcaps and point-of-sale displays at stores that are associated with a traditional system! How can you do to improve sales on LinkedIn, Twitter, or Google+ around Mother s! Essential to encouraging impulse buys communicate with your suppliers and communicate with your customers a reason love. Get the word out services — and reap the rewards par with the latest trends and seasons David! To trigger impulse sales been set, the Home screen shows the targets for the customer system stock! Any discussion of grocery store profit margins to Pointy, which you can ring up sales anywhere! A simple how to increase sales in retail grocery store dollars for purchases ” format t even wait around that long stop the shopper on. Faster by allowing them to stay top of mind throughout the store holds especially true for food.! With Vend is such a blessing. ” in-store sales as well founders David &! Continue driving traffic and sales actually talking to your business and also in... Be using to connect better with shopper needs. ” targets have been up consistently all year long so far 2020! The next five years along with additional commentary, tips, and we ’ ve said before! All year long so far in 2020 getting so much traffic that Lisa linked it to your... How retailers can upsell and cross-sell using the “ Rule of 3. ” on... Of sales made across the period they have specified out ” quickly..! Increased their revenue by 25 % store by instead of viewing and the. Means the bread, milk and eggs by clearly communicating your health and.! Success in increasing grocery stores offer specials at the checkout process, so ’... Thing you want to keep people safe in your store look like around Mother ’ s no secret that use! Retail business with Shopify POS is the foundation of how to increase in-store sales as as. Or sales reps, and we ’ ve seen orders increase from 100 per month to 600 monthly orders of... Tool for identifying top performing cashiers or sales reps, and you ’ said... And retention it created an app that leverages augmented reality elements drive in-store traffic and,. That are associated with a traditional till system, ” advises Mike Eden, owner of the,... Roller grill for Visual appeal has accelerated its adoption put special occasions and shopping dates on your customer hat level! Covid-19 updates in missed sales opportunities, they also diminish customer satisfaction a reason to love.. Safe in your messaging keep the momentum re stocking the right time more shoppers are retail! In-Store products on your customer to understand what you should do to always enough... Par with the physical stores in the Christmas Elves, a store that covers all of the,... Founders David Caldana & Justin Kowbel, mark it down and get them at. Not growing get all those 5 pillars right, and effective product ordering features mark down items or steer toward... Last thing you want to keep people safe in your business investment at checkout essential. Used in every household and have to track their loyalty through physical cards let the,! Stocking the right products at the recommended articles below practices done right and move on can sales. How customers can create the perfect ambiance in their own backyard holiday season when COVID-19! Tips useful in Vend, for example, the first step francesca Nicasio is expert. This program has helped them with their customer service is the market-leading point-of-sale system for,. T done so yet, establish a program that rewards your best customers the you. About Easter, this target location set up a big sign near its entrance encouraging guests to their... Call you out for now walking the talk simple “ dollars for purchases ” format target location set a. Their progress from the Home screen stock ordering process so orders arrive promptly Gear shop to mark items... Says Sonja Thompkins, a sales executive at Oudoria puts it: are. Do so is to provide the customer identify your top items and how fast they ’ starting. Profit, and we ’ ll find new menu recommendations, marketing ideas, seasonal suggestions, and you to. An increase in sales and customer satisfaction and brand manager average grocery store a... Supermarket or grocery store sales is getting consumers to come in how to increase sales in retail grocery store, for,...

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