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Iceni Magazine | February 7, 2025

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How To Increase Retail Spend-Per-Head In Your Store

How To Increase Retail Spend-Per-Head In Your Store

Retail success often comes down to small details that add up over time, as much as it initially seems like success will come through meteoric and incredible achievements arriving with fanfare.

The truth is that success comes from each transaction put together, but the final earnings report at the end of the year would be nothing without each individual encounter. For that reason, many store owners focus on getting more customers through the door, but that’s only half the story.

The real benefit comes when you can increase how much each customer spends during their visit. This will require a fair amount of balance, because most people have an idea of what they’re willing to spend before they walk through your doors. It’s true that making products easy to find, easy to see, and easy to pick up matters, but that all depends on how you structure such measures throughout your store.

Here’s how we might do that:

Create Clear Product Stories 

Products shouldn’t sit alone on shelves, because they need context and companions that make sense together. It’s wise to place items that naturally go together within easy reach of each other. It’s obvious that winter scarves look better next to matching gloves, or coffee beans sell faster when they’re near good quality filters and brewing equipment. This kind of layout helps customers imagine using these items in their daily lives.

It also reminds them of things they might have forgotten to pick up and potentially inspires them to pick up a set. That’s because good store display stands make a bigger difference than most retailers realize, as when working well, they guide customers through your space naturally and showcase your products in ways that make sense. With good store display stands you can properly get that ball rolling.

Guide The Shopping Journey

Your store layout should flow naturally from one section to another and inspire people to explore. Think about how customers actually move through your space, not what you might think of as the natural route as a store owner or worker. Popular items work well at the back of the store, encouraging people to walk past other products they might like. It’s the reason why retail stores often make customers snake through items on a rail before arriving at the checkout. Just leep your aisles wide enough for comfortable browsing, and use good lighting to draw attention to special displays or new products. Small signs explaining product features or suggesting uses will also help you give context where important, and it helps accessibility as well.

Make Checkout Comfortable

The final moments of shopping matter more than you might think, as we mentioned with the snaking path. Just keep your checkout area clean and organized, and train staff to chat naturally with customers while processing sales so they feel like they’ve been rewarded for buying more. Small impulse purchase items near the register should make sense with what people typically buy in your store, as there’s a reason why lighters are on the desk of every fuel station. A water bottle display near the sports equipment checkout makes more sense than random candy bars, for instance. Just give people enough space to set down their shopping without feeling rushed so they get to see what’s on offer.

With this advice, we hope you can more easily increase that retail spend for head in your store, and benefit as a result.


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