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ShopR360TM

Path to Purchase

Feb, 2018
Copyright © 2018 ElixirDT All Rights Reserved.
ShopR360TM : Path To Purchase

• New
1. People Walking Past
Walk past • Repeat the Store : Identifying
• New New Vs Repeat
Walk In • Patrons
• New
2. Shoppers Walking In :
Browsers • Patrons Those repeats who have
entered the store qualify
Engaged as patrons
Tried 3. Browsers are Shoppers
who have spent >5 mins
Potential Shoppers in the store
Bought 4. Engaged are Shoppers
>10 mins in the store
5. Tried: Either derived
from Trial data or
Shoppers with >20 min
time spent in store
6. PoSh : Shoppers spent
>30 mins in the store
7. Bought : Final
Conversion derived from
Sales Data
Copyright © 2018 ElixirDT All Rights Reserved.
ShopR360TM : Path To Purchase – “ Gap” Model!!

Walk Past
1. DROP – IN’S ( %)= Walk
In/ Walk Past

1 2. Patronage (%)= Repeat


7. Conversion Vs Walk - In Walk-In/Repeat Walk Past
Potential Shoppers
2
Converts
6. Trial % Share of 7
Shoppers going to 4 3. DROP OFF’S (%) = %
trial room 3 OF Shoppers who left the
PoSh Browsers
store in <5 mins
6
Tried
5. Engaged : Shopper 5 Engaged
spending more the 10
minutes in the store

Copyright © 2018 ElixirDT All Rights Reserved.


ShopR360TM : Path To Purchase
KPI Measured As Significance
1.Drop In Share of people walking past choosing to walk-in. Is a reflection of stores &
( Walk In / Walk Past) in %
Brands ability to pull traffic to itself
3. DROP OFF ( Shoppers "< 5 minutes" / Indicates whether the store is able to hold customers interest in-side the store;
Total Footfall) in % Similar measure as bounce KPI measure in online.
3.BROWSERS ( Shoppers "> 5 minutes & Indicates casual interaction with merchandise : but not resulting in serious
<10 min" / Total Footfall) in % interest or trial
4. ENGAGED ( Shoppers "> 10 minutes & Reflects how many shopper are engaging with merchandise and possibly trying
<20 min" / Total Footfall) in % the product
5. POSH
Share of Shoppers who have visited the store with intention to purchase. This
( Shoppers "> 30 minutes" /
data point given conversion elasticity at a store level Store conversion should be
Total Footfall) in %
minimum this no.!

6. TIME SPENT Avg. Shoppers time in minutes Shopper time spent is an indicator of overall shopper experience.

Copyright © 2018 ElixirDT All Rights Reserved.


ShopR360TM : Store Performance

Brand Indices

BRAND
 Reflect Brand
Pull/Store Pull : Ability
to attract footfall on the
high street
 Marketing & Proximity
effectiveness

EXPERIENCE
STORE
Experience Indices
• Reflect Stores ability to
Hold customers via
Merchandise / Staff &

PRODUCTIVITY
Promotion

Productivity
 Shows Store’s ability to
convert foot fall into
invoices by engaging
with shoppers and
inducing trials

Copyright © 2018 ElixirDT All Rights Reserved.


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Copyright © 2018 ElixirDT All Rights Reserved.


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