Eye-wear stores usually have large varieties of products/ pricing range. Fashion glasses vs. branded ones, standard lens vs. Multifocal ones, each has different pricing and profit margin.
It is a well known retail fact that a sales person will feel more confident about selling a product that he is naturally attracted to. This however, leads to an anomaly, and worse, this leads to selling less ‘complicated’ products which usually have lower profit margins.
The solution is staff awareness. We measure and send real-time feedback to the sales floor team, for example, which products should be shown vs. which are actually shown. This will highlight whether or not priority products were given enough attention and also making sure that the priorities set by management are being followed.
This leads to better conversion rate, higher average purchase basket and higher profitability per purchase.
Add to that, service standardization, staff utilization, real-time data to decision makers and you've got a serious competitive advantage.