You're Focusing on What?! "Top Line Sales"?

"How are sales?"  

That's the international greeting of retailers.  And well it should be.  But if you watch only top line sales, you are not in control of your business.

For example, many retailers will lament, "Last week, sales were off 5% from L.Y. When are things going to get better?"  

But, consider these retailers: 

• "Last week, sales were off 5% from L.Y.  But, transactions were even with L.Y.  Ah ha! Maybe we should spiff our associates for add-on sales."  
  
• "Last week sales were off 5% from L.Y.  But transactions were off 15% from L.Y.  Ah ha! We need a Customer Appreciation Plan whereby our customers get 10% off future purchases each time they bring in a new customer."

See, targeted action steps to address the causes of sales declines, not just the symptoms. And look what it can do for you:

1. Reduce frustration!
2. Spend limited resources wisely
3. Involve sales associate in a positive way

All this just by looking at the free data you already have, and just using it!

Every retailer has access to the number of sales transactions they've had: daily, weekly, monthly.  (It's in your POS system or your cash register.) But too few actually take the next steps – to tally, analyze, identify trends - that can turn it into valuable management information.  

Few independent retailers can work harder.  But there are opportunities to work smarter!