Retail
Retail sales consulting is a comprehensive service aimed at optimizing and improving sales efficiency in retail outlets, from individual stores to large chains. It includes analyzing the current situation, developing a strategy, and implementing the necessary changes to achieve your goals.
Here are the main components that are usually included in retail sales consulting:
Here are the main components that are usually included in retail sales consulting:
Анализ текущей ситуации:
Audit of a retail outlet/network:
- Location analysis: Assessment of the walkability, accessibility, visibility of the store, the environment (competitors, shopping malls, transport interchanges).
- Analysis of the trading floor: Assessment of the layout, zoning, display of goods, lighting, navigation, cleanliness and order.
- Assortment analysis: Assessment of the relevance, breadth, depth of the assortment, and its compliance with the needs of the target audience.
- Pricing analysis: Assessment of pricing policy, its compliance with the market and competitors.
- Staff work analysis: Assessment of skill level, motivation, product knowledge, sales skills, customer service.
- Analysis of work with suppliers: Assessment of the terms of cooperation, quality of goods, delivery time, prices.
- Marketing Effort Analysis: Evaluating the effectiveness of current marketing campaigns, loyalty programs, promotions, and sales.
Analysis of sales figures:
- Analysis of sales dynamics in general and by individual product categories.
- Analysis of the average receipt and conversion rate.
- ABC analysis (grouping of products by contribution to total profit).
- Analysis of the customer base, frequency of purchases and customer loyalty.
Customer experience analysis:
- Assessment of customer satisfaction with service, assortment, prices.
- Conducting surveys, questionnaires, and secret buyers.
- Analysis of customer feedback (complaints, suggestions, reviews).
Competitive analysis:
- The study of competitors' strategies, their strengths and weaknesses, and pricing policy.
- Analysis of the assortment and merchandising of competitors.
- Assessment of competitors' service level.
Developing a retail sales strategy:
Defining goals and objectives:
- Setting specific, measurable, achievable, relevant, and time-limited (SMART) goals.
- Definition of KPIs (key performance indicators).
- Determination of market positioning and unique trading offer (USP).
- Identification of the target audience and its needs.
- Store concept development/networks (atmosphere, design, merchandising).
- Definition of assortment policy.
- Developing a pricing strategy.
- Developing a strategy to attract and retain customers.
- Identification of promotion channels (online, offline).
- Development of advertising campaigns, promotions and sales.
- Development of loyalty programs and special offers for clients.
- Development of a content plan for social networks and a website.
- Developing a strategy for dealing with customer reviews and comments.
- Development of a system of motivation and encouragement of staff.
- Development of staff training and professional development programs.
- Development of a system for evaluating staff performance.
- Optimization of procurement, storage, and accounting processes.
- Optimization of processes of work with suppliers.
- Optimization of customer service processes.
Implementation and maintenance:
Development of an implementation plan:
- Defining the stages of implementing changes.
- Drawing up an implementation schedule.
- Distribution of responsibility.
Implementing changes:
- Assistance in implementing changes in the trading floor, assortment, pricing, and marketing.
- Staff training in new working methods.
Monitoring and analysis of results:
- KPI tracking, statistical data analysis.
- Evaluation of the effectiveness of implemented changes.
- Making necessary adjustments to the strategy.
Additional services (may be included or paid separately):
- Merchandising and visual merchandising: Development of planograms, product display, window display.
- Development and implementation of loyalty programs.
- Trainings for sales staff, customer service, and product knowledge.
- The secret buyer.
- Development of customer service standards.
- Assistance in accounting and sales automation.
- Increased sales and profits.
- Improving the efficiency of retail outlets.
- Increase customer loyalty and satisfaction.
- Optimization of business processes.
- Improving the competitive position in the market.
Retail sales consulting is an investment in the future of a business, which allows not only to improve current results, but also to create a stable foundation for further growth and development.
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