upsell – Retailcoaster

Upsell in the air!

Amsterdam Airport: time to leave the country! This time not for work but for a once in a life time experience: travelling the world for the next 9 to 12 months together with my wife. Exploring culture, nature and the theme park industry on the other side of the world.

We are heading to the KLM lounge to get some drinks prior boarding. Nothing special to post about the lounge since all services are complementary. Once on 33.000 feet after our breakfast KLM started to increase the Average Transaction Value with their inflight shopping program: Sky High Collection. I fly frequently with KLM and used to see the shopping cart being pushed through the isle after the announcement via the speakers. I always wondered what the average spend onboard was. Actually I still do since I have never seen any passenger purchasing a Mont Blanc watch or KLM merchandise. Of course I have seen passengers on flights like Ryan Air or Air Asia spending on board but that was on food. Continue reading Upsell in the air!

Upsell: Medium or Large?

One of the easiest ways to drive your sales is by implementing the upsell strategy. You should be familiar with upsell since you are facing it on a daily basis! Whether you buy your lunch or you need to refuel your car. Upsell is part of the daily sales tactics which will increase the average transaction value and therefore must be part of your retail strategy. If you never heard of upsell than you can start to improve your business from today. Continue reading Upsell: Medium or Large?

The value of Visual Merchandising (part one)

The value of Visual Merchandising is impressive. Imagine it is 15 minutes prior closing time and you are standing in a store where there is no overview, no clear walkways and it is either dark or TL-lighting is in place. You came to the store to buy a teddy bear (the one displayed in the shop window) for your nephew but you are not able to find it next to the toys but behind some boxes in a dark corner next to the silverware. You look at the price tag and see that this plate (?) costs you €5,-, at least that’s what the label on the shelf says. (apparently someone did not replenished the store well) You are looking around to find a staff member to tell you the price but there is nobody around. At the till you see the price of €25. This is over your intended budget however you are buying this bear because there was no other option. Since all the stores are closed and you are the only one in this store left you needed to find this product. Now if you had more time… Did you consider going to this store in the first place? You were triggered by the bear in the window but standing in the opening of the store you could have made up your mind. With this experience you would not go back to this store as this will take too much time and probably frustration.

Does the example point out the value of Visual Merchandising? Yes, it does! Continue reading The value of Visual Merchandising (part one)

Sidebar