Driving margin improvement through gamification of product attachments.

“Our sales teams ability to sell the right accessories and related products to our customers is crucial.  Firstly there is nothing worse than getting home not having everything you need. Second it means the difference of 10-155 of our overall margin.”  Janusz Lella, CEO

  • Basket data was used to identify all the possible product attachments. These were sized by rate of sale, volume and potential margin gain through increasing attachment rates.
  • A subset of these were identified for weekly tracking so each store teams attachment scores could be recorded on a company wide leaderboard.

Our approach

Outcomes
Increased margin tracking at circa €6 million per annum.

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