Case Studies > The Power of 1% Creating a Conversion Culture with Quick and Effective Solution Deployments

The Power of 1% Creating a Conversion Culture with Quick and Effective Solution Deployments

Company Size

1,000+

Region

America

Country

Puerto Rico
United States

Product

Traffic 2.0

Tech Stack

SaaS
Shopper Traffic Counting Solution

Implementation Scale

Enterprise-wide Deployment

Impact Metrics

Customer Satisfaction
Productivity Improvements
Revenue Growth

Technology Category

Analytics & Modeling - Real Time Analytics
Functional Applications - Remote Monitoring & Control Systems

Applicable Industries

Retail

Applicable Functions

Business Operation
Sales & Marketing

Use Cases

Predictive Replenishment
Retail Store Automation

Services

System Integration
Training

About The Customer

The Vitamin Shoppe® operates over 739 stores throughout the United States and Puerto Rico. However, success for the company is not measured by how many stores it opens, but rather by providing a fulfilling customer experience to each and every visitor, in-store and online. The company aims to help its customers become their best selves, however they define it, and acts as a trusted source for quality products, innovation and expertise.

The Challenge

To better operate its business around the needs of its clientele, The Vitamin Shoppe created tactical store operations plans around leveraging accurate and reliable shopper traffic data. Paramount to the plan’s success was not only the accuracy of traffic data, but also the ability of its solution provider to quickly and effectively deploy 731 stores within 2 months.

The Solution

After going through a two-month RFP process with The Vitamin Shoppe, RetailNext deployed a pilot of its Traffic 2.0 solution across 75 stores in just five days. After demonstrating success with the month-long pilot, RetailNext then collaborated with its installation partners to deploy its shopper traffic counting solution across the remaining 656 stores. The on-site manager meeting was devoted to understanding traffic and conversion, defining what shopper traffic is, how shopper traffic is much different than POS transactions and why shopper traffic matters as a foundational metric to calculate conversion and other performance metrics.

Operational Impact

Determined traffic patterns for each store location, and identified the “power hours” where shopper traffic tended to peak. Immediately, store managers were able to adjust scheduling to better accommodate increases in shopper traffic.
Emphasis was placed on having adequate floor coverage during power hours, ensuring one or two of the stores’ top performers - often including a manager - was at the service of shoppers.
Analyses of shopper traffic identified opportunities to adjust store hours at some locations, as well as corresponding staffing models. Some locations extended their hours, realizing traffic gains and capturing sales late into the evening, or earlier on weekend mornings. Other locations, noting a traffic decline late in the evening, adjusted labor hours in accordance, thus realizing significant cost savings.
With each change, store-level data was used to first identify the opportunity for improvement, then test the effectiveness of any corrective action, and finally confirm the return on investment of the new plan.

Quantitative Benefit

Within the first seven months of deployment, The Vitamin Shoppe realized a fleet-wide increase in conversion of over 100 basis points, returning well over $6 million in additional sales.