CLIENT: A $200 million plus multi-brand specialty apparel retailer.
The client asked PwC’s Retail Consulting Services to review its historical sales, customer traffic and key selling performance indicators (i.e. conversion, unit per transaction, dollars per transaction) and then develop a comprehensive sales improvement program.
We conducted a review of all stores’ current selling/service practices and identified opportunities for improvement based on leading best practices. We determined, in collaboration with the client, a refined list of key performance indicators and requirements for report design, frequency and review process to most effectively measure performance improvement opportunities.
Our team also developed a selling improvement opportunity list tailored to banner and store complexity, and developed store-specific goal ranges for key performance selling indicators. Detailed training material was developed and delivered to field organizations to ensure improved consistency and execution of process change.