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HeadCount in Forbes

Studying Patterns Improves Sales — Edmonton Journal

When Harry Kipnes wanted to know exactly how well his 22 cellphone stores were attracting shoppers and closing sales, he turned to in-store traffic analysis. Customer traffic analysis highlights weak points at bottom-line level. Read the PDF

December 20, 2006|

Solutions to Scarce Retail Staff — Edmonton Journal

Employee sharing and more technology are seen as solutions to better use scarce retail staff. Innovative hiring, technological savvy and improved training can help stores deliver good service during the busy holiday season, say local retail experts. Read the PDF

December 14, 2006|

“Does Your Advertising Work?” — Retail Connections

The problem with using sales as the sole measure of advertising effectiveness is that sales is the end result of a long chain of processes, of which advertising is only one. And quite often, that focus on sales results can lead us to some erroneous conclusions. Does Advertising Work

April 17, 2005|

“Why Count Customers?” — Retail Connections

Yet despite this wealth of data, most retailers are still missing an essential piece of the performance puzzle. The problem with exclusively sales-oriented information is that it can only tell us what happened, not how it happened. This distinction is critical to our understanding of how to change outcomes in the future. Read the PDF

October 17, 2004|
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