Business Efficiency
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Generating Additional Sales in a Chain of Boutiques
Sector
Custom-made swimwear
Context and objectives:
Own-brand chain of boutiques which has seen tremendous growth over the last ten years with the opening of one hundred boutiques worldwide.
Difficulties that led the client to contact us:
- Very slow turnover: insufficient sales in relation to the number of visitors to the boutiques
- Insufficient additional sales: clients purchasing swimwear, but very few accessory purchases (shirts, sandals, hats, etc.). The sales team did not have the sale of these items under control.
Questions posed by network managers:
- How can we increase our turnover rate?
- How can we manage goods returned by clients more effectively and increase loyalty?
- How can we increase additional sales?
- How can we get our sales team interested in the benefits of using sales techniques when no such training has been provided to date?
Strategy implemented:
- First, a day with all participants focusing on mobilizing managers and motivating them to expect more from themselves and their colleagues
- Second, training small groups of sales teams on the point of sale. All training led by two people - an Anderna consultant specializing in B2C sales in the luxury market and the network manager who emphasized recommendations made by Anderna using specific company-specific or point-of-sale examples.
Results:
- Sales team convinced of the benefits of using this strategy and improved client relations
- Immediate increase in sales thanks to the systematic approach towards accessory sales
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