The Retail Purchase Cycle: How to Use it to Sell More Products and
Services
Presenter(s): Clyde S. Taylor
Session Description:
Retail/ gift shop store managers in healthcare want to generate more sales and overall
customer transactions in their retail environments. Many managers work very hard to
make their product merchandise displays look inviting and attractive. Many retail
managers work endlessly trying to offer the right product assortments to their target
audience/customer groups. But how many managers focus on their store’s layout and
design – based on their customers’ purchase patterns; or purchase cycles? This
program concentrates on this retail concept – the customers’ purchase cycle. Knowing
what customers want and need and when they will buy select items is critical to a
store’s success. And, having merchandise “in the right place” and “at the right time” is
critical to increasing sales and customer satisfaction. This program provides
attendees with the resources needed to identify the purchase cycle(s) of their
respective retail customers. In addition, this program shows retail managers how to
use promotions, store layout/design, and merchandise techniques to stimulate
incremental sales from existing customers in their stores. Financial formulas are
provided to show what the average purchase cycle can generate in a healthcare gift
shop or retail store. These benchmark figures will be used to show retail managers
how a focus on their customers’ retail purchase cycles can substantially increase
incremental sales in their stores. Attendees will receive the resource tools necessary
to create retail customer purchase cycle models for their stores and the strategies
necessary to identify retail merchandising and display tactics / programs to increase
incremental sales. Small group discussions are included in the program to reinforce
the learning presented during the session.
AHVRP
www.ahvrp.org
(312) 422-3939
Session Learning Objectives:
1.Attendees will understand the importance of the customer purchase cycle
retail model to increase profitable and incremental retail gift shops / stores
sales.
2.Upon completion of the session, participants will be able to use merchandise
assortments to increase incremental sales to existing customers; based on their
intended purchase patterns of products and/or services within their respective
customer purchase cycles.
3.Participants will be able to develop specific merchandise displays and targeted
promotions to stimulate incremental sales to consumers as they “travel” though
their respective customer purchase cycles.
AHVRP
www.ahvrp.org
(312) 422-3939